THE  POWERFULL  NEGOTIATOR
ID: 88578

THE POWERFULL NEGOTIATOR

Thu 25th Apr 2019 - Fri 26th Apr 2019 10:00 AM - 06:00 PM Colombo, Colombo
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Overview

COURSE DETAILS

Navigating the negotiation minefield requires advanced communication skills, defined procedures, manipulation survival strategies, precise planning, effective listening skills, and much more. This course will help you understand the process of negotiation - how to prepare, how to define clear aims and objectives, how to use of different negotiating styles, strategies and principles. With lot of case studies and opportunities to practice during the course, the acquired knowledge and skills, will give you the confidence to be a powerful negotiator.

COURSE OBJECTIVES

  • To provide the knowledge and confidence to conduct successful negotiations profitably
  • To provide a clear understanding of the techniques, skills, and attitude required to be a powerful negotiator
  • To identify strengths and weaknesses in each negotiation style
  • To understand the differentiation factors between average and exceptional negotiators
  • To prepare for every negotiation using a proven and structured approach
  • To identify the different stages of the negotiation
  • To use a variety of tools to reduce deadlock and solve problems more effectively
  • To understand and influence the dynamics of negotiations over the phone
  • To have improved confidence while negotiating

WHAT WILL PARTICIPANTS GAIN

  • Learn the phases of negotiations & gain the necessary skills for successful negotiations
  • Understand basic negotiating concepts (WATNA, BATNA, Reality Check, WAP & ZOPA)
  • Learn to lay the groundwork for negotiation
  • How to identify what information to share & what information to keep to your self
  • Learn to apply strategies for identifying mutual gain
  • How to reach a consensus & set the terms of the agreement
  • Learn to deal with personal attacks & other difficult issues
  • How to apply the negotiating process in everyday negotiations

WHO IS IT BENEFICIAL FOR

For everyone negotiates and wanting to improve their negotiation skills. This course is ideal for Sales Professionals, Key Account Managers, Department Heads, Purchase Professionals, Account Managers, Senior Management etc, - Anyone who needs to Negotiate as a part of their work profile. Case studies and Roleplays are an essential part of this programme, which makes this course highly enjoyable and experiential.

TOPICS
  • What Is 'Negotiation'?
  • Role of Negotiation In Sales
  • Value Of Negotiation
  • The Steps In A Negotiation Process
  • The Different Outcomes Of A Negotiation
  • Positional Negotiation vs. Interest Negotiation
  • How Individual Values Affect Negotiation
  • Needs And Wants - Maslow's Hierarchy
  • BATNA, WATNA, Reality Check, ZOPA And WAP
  • Negotiation Groundwork
  • Identifying Areas Of Agreement
  • Your Bottomline And Optimum
  • Probing For Inconsistencies
  • Understanding Your Negotiation Style
  • Setting Strategy For Negotiation
  • Pre-Planning Concessions
  • Planning The Climate
  • Opening Strategy
  • Understanding Other Side's Motivation And Needs
  • The Power Of First Offer
  • What Does Win: Win Really Mean?
  • What Are The Skills Needed To Be A Powerful Negotiator
  • Assertiveness
  • Questioning
  • Listening
  • Summarizing
  • Introduction To 'Exchangers'
  • Identify The 'Exchangers' In A Negotiation
  • Exchangers- What To Share And What To Keep
  • Give And Take - The Skill Of Effective Negotiators
  • Role Of Effective Communication
  • The Importance Of Adopting The Right Attitude
  • Tips, Traps, And Ploys - Recognising And Dealing With 'Underhand'
  • Flexibility During Conflict And Rejections
  • Avoiding Deadlocks
  • When And How Of Closing
  • Action Plan For Transferring The Learning Back To The Workplace
WHAT PARTICIPANTS SAY
  • If you believe in Miracles – then this session is one of them!
  • There is so much that I have learned, that words don’t do justice
  • To get this information outside, I don’t know how much time it would have taken, how many efforts it would have taken, and where would I have gone
  • I was lacking an honest perspective on different aspects like How to present, how to structure, Body Language, Tonality etc. of which I was not aware of These 3 days was Life Changing experience
  • I learned to unlearn and then learn
  • I learned what my strengths and my areas of opportunities from an expert
  • You won't know what you are missing, till you attend this session!
  • I have been in Sales for 20 years, and still, I learned a lot of new things
  • Great knowledge, great workshop. Totally different experience. Each point and technique was explained in a different way. It was just excellent. We did not realize how time flew!
  • There are so many places I have changed. I experienced complete transformation in 3 days
  • I am now a professional, not an amateur. Thanks to Mihir.
  • This is the best trainings we have attended. It has been an eye-opener
  • Mihir has an excellent way of imparting subject knowledge. Looking forward to be part of more such sessions
  • 'Fabulous' is a small word - It has really changed my perception. It has turned out to be a lifetime experience for me
  • Mihir's session was very interactive, having new and relevant information with practical techniques. It was just perfect for me. The experience was great! 
  • Saying Thank you is just not enough because my brain seems to have opened up. It's like I have never known things this way before 
SESSION APPROACH

Adult Learning Principles, Accelerated Learning, and Neuro-Linguistic Programming form the nucleus of the masterclass. Doing this makes the sessions highly engaging, where participants learn faster and the learning points are retained for a longer duration. This translates to behavior change and performance acceleration.

This approach to learning is influenced by: Individual Assessments Individual Exercises Group Discussions Group Activities Videos Case Studies Video Recording and Playback Training Games Brainstorming Presentations Action Planning

RATINGS

SESSION CONDUCTED BY

MIHIR KOLTHARKAR

19 YEARS I 9 COUNTRIES I 2000+ SESSIONS AUTHOR – DOUBLE YOUR SALES!! SPEAKER – SUSTAINABLE SALES @ WORLD SME SUMMIT GLOBAL TRAINING & DEVELOPMENT LEADERSHIP AWARD WINNER TEDX SPEAKER (TWICE), KEYNOTE SPEAKER

Location
THE POWERFULL NEGOTIATOR
Colombo, 450 McCallum Rd,
Colombo, Western Province, Sri Lanka (get direction)
Added By

MIHIR KOLTHARKAR'S

I-M-POSSIBLE SALES
T H E - U L T I M A T E - S A L E S - A C C E L E R A T O R - M A S T E R C L A S S
MUMBAI, INDIA
23-25 SEP 2019

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