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High Impact Negotiations

closing the deal

Learn the science and ‘art’ of effective negotiating

Half Day Course

Course Brochure Download
high impact negotiations brochure
  • Negotiation planning strategies
  • Managing the ‘flow’ of the negotiation meeting
  • Closing the deal

Overview

This half-day workshop is about understanding what it takes to prepare properly for a negotiation and how to be ‘in control’ of both yourself and the meeting process when doing a deal, ‘face-to-face’.

Learning objectives

By attending this highly interactive and practical half-day course you will:

  • Understand the nature of win/win approaches to deal making
  • Learn a highly effective negotiation planning strategy
  • Appreciate how to use questions effectively
  • Become comfortable trading concessions and ‘bargaining’
  • Review techniques for ‘closing’ the negotiation

Who should attend?

This course is for anyone who wants to improve their ability to negotiate effectively.

 

Workshop

60-second negotiation skills seminar

A high level summary of what it takes to negotiate well.

  • The central goal
  • Four key principles

Exercise: initial role-play: assessing your current level of negotiation skills

Analysing a deal and asking high quality questions

Great negotiating involves (i) really understanding all the issues in advance of a face-to-face meeting and (ii) taking the time to double check your understanding of the issues when talking with your negotiating partner. Both aspects involve asking great questions, in a systematic way.

  • The logical levels questioning system
  • Identifying outcomes
  • Capturing the issues
  • Finding alternative solutions

Exercise: using Logical Levels Questions to analyse a deal

The Negotiation Planning Process

The planning process involves gathering the facts as they relate to the deal and setting clear objectives for the negotiation.

  • Position perception (anticipate the other side’s demands)
  • Meeting strategy (know what to ask for and what to concede on)

Exercise: planning a negotiation

The Deal Making Meeting Process™

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:

  • Draw the logical levels diagram (explore the topics for discussion)
  • Explore possible deals (make proposals and give and receive concessions)
  • Agree the closing position (agree the formal contract)
  • Look at the actual results (monitor how the deal is actually implemented over time)

Exercise: negotiation role-play

 


Feedback

Feedback is based upon peer review using Boulden Assessment Checklists. Completing the assessment checklists is not only valuable to the people involved in a given role-play or case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up effective negotiations.


Contact

Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877