Tel: 0844 394 8877
Negotiations Skills > Courses
This fast paced, interactive one-day workshop is designed to give participants a firm grasp of the key aspects of effective fee negotiation. Success in this area isn’t about methods for fooling someone into paying our preferred price but rather is about developing a clear, concise, evidence based explanation of what makes our proposition value for money. The workshop covers powerful influencing skills for building great relationships with the other party and explains how to apply a rigorous planning and ‘meetings management process’ to those deals where price or fees are a key component.
By attending this highly participative one-day course you will:
People who want to (a) understand the specific issues that can arise in respect of fees and pricing in negotiations and (b) review methods for dealing with them.
Understanding that what is going on inside a person's head (their state of mind) is crucial to good performance. Here we consider the beliefs and values of experts at negotiating pricing issues.
Developing the ability to hold firm on price and to create the context for asking for price increases.
The ability to influence and persuade is the key competency of skilled negotiators. Here we cover the most vital influencing tools. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows expert negotiators to conduct face-to-face meetings with elegance and precision.
Asking high quality questions based on the Logical Levels Concept that map out precisely what the other party's needs and requirements are. Methods covered include:
Using 'summarising' and 'behaviour labelling' to build a history of agreement into the conversation.
Using assertive tools combined with NLP techniques to put your point of view across in a firm, persuasive and courteous manner. Methods covered include:
Looking at the negotiation planning process as it applies to fee or price negotiations. This involves gathering some facts and setting out the goals for the negotiation. Once this has been done, specific targets can be set and the plan for the face to face meeting developed.
To run the actual face-to-face meeting we begin by agreeing the outcome for the negotiation and what topics should be covered. We then explore what importance each side attaches to each topic and make proposals as to how agreement can be reached. Once an acceptable proposal has been put on the table we close the negotiation, record outcomes and monitor the results over time. The four steps of this face-to-face meeting process are described by a mnemonic 'DEAL', where each letter in the key word 'deal' represents a stage in the meeting:
Conducting a price negotiation in order to gain familiarity with the influencing skills and deal making meetings management process
All our programmes are run on an in-house basis and (where appropriate) we conduct interviews and facilitate focus groups to gather information with which to write bespoke case studies that precisely reflect the culture and work environment of the participants.
The basis of the feedback is peer review based upon assessment using a Boulden assessment checklist. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent negotiation meeting.
There is an option of following the workshop with a three month long Action Learning project to link the lessons from the training back into the workplace. If this option is selected there is a closure workshop at the end of the project phase where delegates present how they have applied the techniques learned on the course into their daily work routines.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877