Effective Negotiations / Training / Services

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1. Effective negotiations with clients

Goal: development of sales managers' communicative competencies that contribute to effective negotiations with clients.

Duration: 2 days (16 hours, 1 hour = 60 minutes).

Teaching methods: interactive mini-lectures, group discussions, case studies from the company's practice, role-playing games with video analysis, problematic exercises and assignments, individualized feedback with personalized recommendations for developing negotiation skills.

Results:

development of communicative flexibility in negotiations
development of negotiation skills depending on the set goals.
Testing the technology of negotiating with different categories of clients.
forming the ability to competently work with clients both during telephone negotiations and at a personal meeting with clients.
development of the basic ability to manage one's own emotional state.

Training program

1. Fundamentals of the strategy of the negotiation process

Styles of behavior in business negotiations (informing, trading, interacting, agreeing)
Typical mistakes of negotiators
Defining a basic negotiation strategy: how to build a successful Partnership or Cooperation strategy.

Preparing for negotiations

Setting a goal for upcoming negotiations
Identification of the main goal and the tasks necessary to achieve it.
Assessing one's own position and interests.
Stages of the negotiation process and their features.

Communicate with customers by phone

The specifics of telephone communication: advantages and limitations
Quick ways to effectively self-adjust and tune in to your interlocutor
Stages of a telephone conversation:
Establishing and maintaining contact by telephone.
Working with the voice is an important part of telephone interaction: exercises on intonation, diction, articulation, voice timbre.
Active listening techniques: telephone specifics
Effective ways to convey information to the interlocutor. Rules for positive speech. Brevity and targeting.
Rules for conveying negative information to the interlocutor.
Telephone communication in a conflict situation.

4. Effective communication with the interlocutor in the negotiation process

Connection techniques: attachment, adjustment.
Space management during negotiation
Factors that cause sympathy for a company employee as a negotiator
Balance of Influence: Characteristics of "Influential" and "Influential" Speech
Dialogue techniques: question technologies: identifying needs, clarifying information, managing a dialogue, seizing the initiative, influencing decision making, etc.
Reserve techniques for observing partner behavior: non-verbal cues in the negotiation process
Techniques for Persuasion and Effective Argument
Ways to seize and hold the initiative in negotiations

5. Work with doubts and objections during personal negotiations with clients /3 hours/:

Universal and special techniques for overcoming objections and removing doubts.
Practicing techniques for overcoming the primary and main objections of potential customers of the Company.
4-step universal algorithm for overcoming objection

Working with customer claims

How competently "shoot" & nbsp; customer claims.
Algorithm for handling customer complaints.

How to develop resilience

The ability to manage your emotional state: what it depends on and how to learn it.
Determination of the level of stress resistance of each participant, individual recommendations.
Ways to change your emotional state: quick self-regulation techniques.
Positive thinking skills.
Techniques for "quick recovery" and getting started.
Self-learning techniques and active sales.

8. Determining potential and development prospects communication skills.

Individual recommendations for developing skills.

/Information is given to participants throughout the training during the feedback on the results of the exercises performed/

2. Hard pendialects

Targets:

Get knowledge of negotiation preparation
Get negotiation preparation sheet
Form internal readiness for tough negotiations
Practice the skills of formulating interest in negotiations
Practice the skills of formulating a negotiating position
Learn to argue your position better
Recognize manipulation attempts
Get skills to counter covert and overt pressure
Practice behavior in difficult situations
Learn techniques for winning answers to tough questions
Practice the skills of formulating interest in negotiations
Learn how to deal with pre-negotiation stress
Learn methods of self-motivation and self-regulation before/in negotiations
Get feedback and adjust styling

Duration: 2 days

Results:

Establishing a culture of negotiation preparation and setting standards

Setting corporate negotiation standards

Introducing a unified method of preparing for negotiations

Introduction of norms and standards of preparation for negotiations

Optimization of preparation time for negotiations

Improve efficiency

Improvement of commercial conditions, including conditions for cost, terms and methods of payment, etc.

Preparing employees for teamwork and interchangeability

Improving the quality of internal negotiations

Increase the speed of negotiations

Training program

Preparation

Interest and position

Goal setting

Formulation of interest and purpose

Preparing a speaking position

Professional training

SWOT preparation

Preparing price protection

Preparing to defend weak positions

Mood

Burnout Prevention

Effective State of the Negotiator

Management of excitement and emotions: business, sports, theater

Negotiating

Three Negotiation Models

Win+Win:

Collaborative

Tough negotiations:

focused on the immediate achievement of the goal at any cost

Harvard talks:

principles and justice oriented

Working with information

Sources of information
Shaping the impression of information openness
Use of information
Socratic questions

Setting up a contact

First impression: 30 seconds
Body language (ours and partner)
Active listening
Types of buyers
Organization of the meeting space

Negotiation Pie

The concept of prices and benefits
Compromise and cooperation
Demands and concessions

Handling reactions (objections)

Objections and excuses
Types of objections
Objection handling technique
Price versus value
Selling additional benefits
Negotiate price and other terms
Psychological price reduction
Working with receivables

Finding a Solution

Pressure and counter pressure
Emotional competence
Manipulation and counter-manipulation
Regulation rules during negotiation
Scaling arrangements

Ending negotiations

Deal readiness signals
Positive anchoring
Summary
The closing phrase is the first step to the subsequent communication

Negotiation analysis

Observer checklist as a performance evaluation technique

Stop loss / take profit

Working with CRM and maintaining a client

3.Negotiations and sales by DISC

Duration:

2 days

Introductory Course Goal:

to form communication tactics for different types of interlocutors based on the typology of behavior DISC&Motivators
to guide effective and sustainable persuasion based on Sprangler's typology of Motivators.

How we will work at the training:

mini-lectures, training video and trainer's expertise (experience with these techniques since 2006, playing salesman and negotiator)
role-playing games with video analysis, business games in mini-groups, feedback from participants and trainer

Results of quality work at the training:

The ability to recognize the type of interlocutor based on DISC&Motivators
The ability to adapt your communication style depending on the interlocutor.
A plan to develop your own communication style and negotiation/sales skills

Training program

Theory DISC

What is DISC theory. Benefits and features of the universal language DISC. The main "pure" and mixed types.
Risk and synergy areas in communication based on typology.
Possible ways to quickly define the DISC style

Workshop:

Express - diagnostics of the type of another person

My communication style

My DISC style and its impact on communication
Basic communication situations through the lens of DISC:
Contact
Building Trust
The ability to persuade
Overcoming Communication Difficulties

Workshop:

Tutorial video analysis
Role-playing games to develop personal effectiveness in communications

Negotiations

Awareness of roles and motives in the process of communication
own role and different interpretations of the same statement at different levels
setting communication goals. Thomas-Kilman matrix. Win-win situation
Motives and behavior of a communication partner. Sprangler's theory of motivators
Creating a synergy effect and preventing conflicts in negotiations based on the Sprangler typology of DISC & motivators.

Workshop:

Role playing games with video analysis

Sales

Sales funnel in terms of Sprangler's DISC&motivators typology.
Effective tactics of adaptation at each stage of sales, depending on your own type and the type of interlocutor

Workshop:

Creating an Individual Development Plan
Role play in mini-groups

4.Negotiations - as a process of exerting influence

The program reflects the vision of the situation by the business coach and can be changed, if necessary, supplemented with new informative blocks, the number of business games is increased, in accordance with the wishes of the client and his assessment of the prevailing internal and external factors. The division into blocks is rather arbitrary and can different from the real situation at the training

For whom: The training is intended for experienced managers responsible for sales in the company. .Actively interacting with clients, negotiating by phone and in person

The purpose of the training: Systematization by the participants of the existing experience, acquisition of new knowledge and increasing competence in the field of sales and negotiation, mastering new tactics and techniques for negotiating in various situations and conditions

Forms of work: Educational material is presented in an interactive mode. The main work is based on individual and group exercises with the analysis of specific situations, consideration of errors and development of practical recommendations. Role-playing games are being filmed, followed by a detailed analysis.

Duration: 2 days from 10.00 to 18.00 for a group of up to 15 participants

Training program

Ways to improve your efficiency

Analysis of your contribution to the result of the company's work
Basics of negotiation
Negotiating strategies
Skills required for a successful manager
Influencing the client's decision

Types of clients and their characteristics

Psychological types of clients
Typology of clients
Methods of determining the client type
Positions when negotiating with different types of clients
Opportunities to influence

Interaction with different types of clients

Psychology of relationships in the process of interaction
Working with different client types
Syndrome of "emotional burnout" in the work of a manager: prevention and overcoming

Negotiation styles

Defining your negotiation style
How to choose the right style of behavior in different situations with a client
Advantages and disadvantages of each behavior style
Collaboration is the best solution
Compromise is a step towards each other
Accommodation - adapting to the client
Avoidance - the situation drags on
Rivalry - we won't achieve anything

Consideration of objections

Meaning of objections
Reason for objection
Types of customer objections
Technologies for dealing with objections
Answering objections

Working with objections

Rules for responding to customer objections
Overcoming objections
General scheme for dealing with objections
Methods for dealing with objections
An objection bank

Tactics used in negotiations

Time out for consultation
Cops method
Struggle for secondary factors
Minimum enthusiasm
Provocation
Requirement to the maximum
Insisting on communicating with the boss
Reaction to first sentence
Prerequisites
“You need to do better”
Staying smart, playing misunderstanding
Theme extension
Concessions in exchange for concessions
Exclusive terms
Interruption of conversation, change of position
The 80/20 Rule
Go to private
The Confident Behavior Model

Productive completion of negotiations

The meaning of the final stage of communication
Ways to lead to a solution
Summing up the conversation
Ensuring long-term success
Building a long-term relationship with a client

Summing up the results of the training, drawing up by each participant a plan for further independent work and individual development

5.Professional Negotiation

Target audience: employees and managers who negotiate with external and internal counterparties and who need to understand the logic of the negotiation process and master negotiation management tools.

Target:

To develop professional business negotiation skills that will effectively defend the business interests of the company and achieve the most favorable terms of the agreement.

At the end of the training, participants:

They will know the technology of negotiation
They will have the tools to competently prepare for negotiations
Will own the tools to achieve their own goals in negotiations and ways to maintain their own position in negotiations
Learn how to deal with disagreements
Will own a set of tools for competent management of the negotiation process in order to achieve a mutually beneficial result

Duration — 2 days (10:00 – 17:30) – training according to the program

Duration — 3 days - training according to the program + diagnostics and evaluation of participants according to the following parameters.

Effectiveness of learning in terms of knowledge acquisition (Input-Output Questionnaire).
Attitudes of participants that guide them in business interaction
The degree of development of communication skills, including:

presentation skills
persuasion skills
skills to overcome disagreements, including in emotionally stressful situations
skills to correctly defend business interests in a resource conflict situation, etc.

The level of motivation to learn and implement the acquired knowledge and skills in daily activities.

Training program:

Theme 1. Personal positioning and self-presentation.

Outward signs of confident and insecure behavior
Show confident behavior
Principles of self-promotion
How to stay in control of your emotions in a tense situation

Theme 2. The concept of professional negotiation

What is a successful negotiation?
What is the obligation of the opponent (counterparty, supplier, client) and how to get it?
Negotiation strategies

Results:

Understanding the essence and mechanisms of the negotiation process
Confidence in your actions and flexibility

Topic 3. Professional negotiation planning

Setting the goals of the negotiations and determining the conditions for achieving them
Collecting and analyzing customer information. Analysis of the situation
Perfect result. Optimal result. Limit position
Develop use cases for alternatives
Alternatives evaluation matrix
Conditions eachieving optimal results

Results:

Getting the upper hand in negotiations
Accomplishment of goals

Topic 4. How to overcome disagreements in negotiations? Types of alternatives.

Exchange. Triangle "timing-price-quality"
Additional suggestion. How to get what you want at a low cost.
Separation of disagreement. Compromise: managed to achieve it or were forced to agree to it.
Concession. In what cases is it useful, and in what cases it is destructive.
Limit Position: Confidence and Hold the Target.
Situations for using each of the alternatives

Results:

Developing coping skills
A winning negotiating position

Theme 5. Working with objections and criticism

The psychological nature of objections. Objections and criticism indicate a need
Four Mistakes in Dealing with Objections and Criticism (Excuse, Ignore, Counterattack, Bribe)
Rules and techniques for dealing with customer objections and criticism
Signs of complete disinterest of the client in cooperation

Skill to Develop: Overcoming customer objections and criticisms

Result:

Client's consent to your position and terms

Topic 6. Negotiation

Managing conversations with questions
Active listening techniques and how to achieve them
Persuading influence based on “language of benefit”
Proper use of alternatives and information about the opponent to get the result we want.

Results:

Save the initiative and manage the negotiation process
Convincing arguments for the interlocutor
Get a good deal

Topic 7. Concluding negotiations

Consolidating the agreements reached
Agreement on joint follow-up and assignment of responsibility

Result:

Acceleration of steps and deadlines upon completion of the transaction.

Means used:

performance of special exercises and tasks;
business games and case solving;
analysis of behavior with the help of training participants and trainers;
video analysis;
simulation of typical and most problematic situations in negotiations.

6.Techniques for Successful Negotiations

Goals: development of communicative competence for successful management negotiations.

Duration: 2 days

The training uses: interactive lectures, business and role-playing games with video analysis, cases, problematic exercises and assignments, group discussions.

Results:

development of communicative flexibility in negotiations
development of negotiation skills depending on the set goals.
Testing the technology of negotiating with different types of people.
formation of the ability to find solutions in situations of varying complexity.
development of basic skills to conduct an effective presentation.

Training program

1. Fundamentals of the strategy of the negotiation process.

Styles of behavior in business negotiations (informing, trading, interacting, agreeing).
Typical mistakes of negotiators.
Definition of the main negotiation strategy, the goal is cooperation.
Compromise strategy: advantages and disadvantages.

Preparing for negotiations.

Setting a goal for upcoming negotiations
Identification of the main goal and the tasks necessary to achieve it.
Assessing one's own position and interests.
Stages of the negotiation process and their features.

Effective communication with the interlocutor in the negotiation process.

Connection techniques: attachment, adjustment.
Space management during negotiation.
Factors you like as a negotiator.
Balance of influence. Characteristics of "influential" and "non-influential" speech.
Dialogue techniques: question technologies: identifying needs, clarifying information, managing a dialogue, seizing the initiative, influencing decision making, etc.
Reserve techniques for observing the behavior of a partner: non-verbal signals in the negotiation process
Techniques of persuasion and effective argumentation.

4. Work with doubts and objections during personal negotiations with clients or employees

True and false objections. Techniques for Reaching a True Objection
Universal and special techniques for overcoming objections and removing doubts.
Practicing techniques for overcoming primary and main objections.
4-step universal algorithm for overcoming objection
Practicing techniques for dealing with basic complex objections.

Problem solving techniques

Interference (individual, emotional) to find an effective solution. Ways to work with them.
Steps in making a rational decision: from diagnosing a problem to evaluating the result.
Collective ways to find solutions to problems:

— Brainstorming

— Ishikawa scheme ("Fishbone")

6. Fundamentals of public speaking