Negotiating for WIN-WIN
personalised to the needs of each client and the roles of their negotiators
Negotiating & Account Management Modules
Our 4 Steps to Negotiating Training
Understanding comes first. Negotiators need to understand WHY, for example, a small concession, traded reluctantly, will be perceived as of greater value than a larger one freely given. We ensure a thorough understanding of the psychologies of negotiating.
step 3 - NEGOTIATING SKILLS
step 1 - UNDERSTANDING
Delegates are then taught the key NEGOTIATING SKILLS relevant to each step in the negotiating process - research, preparation, opening, the discussion phase, bargaining and trading, summarising and closing.
step 4 - APPLICATION through SIMULATION
We design bespoke training personalised to the level and needs of a target group. Our programmes are always extremely participative and practical, using delegates' own customers / clients as case studies. Delegates PRACTICE the skills and disciplines using either actual real life situations, or closely simulated ones.
"Creative Negotiating"
step 2 - BACKGROUND SKILLS
The key "Background Skills" vital for negotiators which we teach are Creative Thinking and Control and Self Control - to be able think creatively, even while under often intense pressure. Use and Interpretation of Body Language are also vital.
"Negotiating Skills"
"Negotiating Skills " is a 1 or 2 day workshop designed to introduce negotiating skills to either successful salespeople ready to add that extra dimension to their repetoire of skills, or newly appointed negotiators or account executives or managers.
"Creative Negotiating" is an action-packed 2 or 3 day course during which delegates spend 70% of course time either preparing to negotiate or negotiating with each other. Lectures are brief and delegates work throughout with two types of case study:-
It really is a WORKshop, with brief lectures introducing the principles, psychologies and disciplines, followed by case study work and role plays - always researched to simulate accurately the challenges facing delegates.
Type one are mind stretching situations which we have created especially to enable delegates to practice negotiating skills, techniques and disciplines while having a lot of fun! We edit/adapt these to the roles and "level" of delegates.
Type two case studies bring delegates back "down to earth"! They are researched and written to simulate the real life work situations of delegates - their customers, resources, products/services, competitors, etc. Thus delegates can enact "virtual rehearsals" with their colleagues playing the customer / client.
An option for the second day of a 2 day workshop is to include a negotiating version of our unique "Lead In Your Pencil" exercise - competitive teams
of delegates go outside the training base to keep appointments
with "customers" played by tutors or client managers
Delegates not only learn more from an Impetus Negotiating course, they ENJOY IT and talk about it for years!
Training TO WIN
- since 1985
