Module 1 – NEGOTIATION ESSENTIALS
Fundamentals that you need to be aware of before you start
- Negotiation Process
- Stages of Negotiation
- Negotiation Styles
- Negotiation Principles
- What is Negotiation?
- Different Negotiation Situations
Module 2 – INFLUENCING SKILLS
6 Laws of Influencing
- Law of Authority
- Law of Consistency
- Law of Liking
- Law of Reciprocal
- Law of Scarcity
- Law of Social Proof
Module 3 – PREPARATION
The Power of Questioning
- Q&L
- Questioning Techniques
- Types of Questions
The Power of Listening
- Active Listening
- Keys to Listening
- Listening to Identify the Needs and Wants
Power Factors
- Different Types of Power
- Usage of Power
Negotiation Matrix
- The Essential Tool for Negotiation
- Mapping your Negotiation
- Parameters in Negotiation
- Creating Concessions
Negotiating from a Weak Position
- Handling difficult Negotiation Situations
- Understanding the Kraljic’s Model in Negotiation
- Offering Alternatives at an impasse
Module 4 – NEGOTIATION ENVIRONMENT
Body Language
Telephone Negotiation
Team Negotiation
Internal Negotiation
External Negotiation
Module 5 – THE GOOD VS GREAT NEGOTIATOR
Mind Reading during Negotiation
Negotiation Strategies
Identifying and Dirty Tricks and Using Effective Tactics during Negotiation
Avoiding Common Mistakes in Negotiation