Negotiating is not bargaining. Effective negotiation is one of the keys to the sustainability of your business. Good negotiators help companies create value: agreements that make sense to both sides, can be delivered smoothly and benefit lasting partnership.
Negotiate with Purpose
Most failed negotiators neglect preparation about the counterpart’s objectives and thus create a high-pressure negotiation environment. They are surprised by the other side’s offer, and either say yes to a poor deal or ‘fight back’ and lose trust and respect. In fact, it is possible to push for a good deal or even say no in a constructive way.
Start from the assumption that both sides want to agree on a deal, keep a clear focus and offer alternatives every time you say no. The course will take you through the ‘big picture’ of negotiation strategy and make you practice tactics that help you stick to your goal and close a deal that is worth following up.
What does a typical programme look like?
We start the project by listening to the client's description of their business, the situations where people negotiate, the successes and challenges they experience. Before we commit to any changes, we conduct individual assessment using personality or behavioural tools chosen either by the client or by Campanile. Finally, we set clear goals and decide on the best ways to accomplish them: consulting, coaching, workshops or more.
Now that we are familiar with our client's negotiation practices, goals and challenges, we design and deliver customised negotiation methods in the form of individual and group coaching, skills development and workshops. Participants spend most of the time practicing industry-specific case studies and real-work negotiation scenarios under realistic time pressure. Each activity builds on the results of the previous one, and can be adjusted accordingly.
Without proper follow-up, consulting, coaching and training becomes a distant memory after six months. We know how busy people are, and therefore we design our projects realistically. From simple reminders to refresher workshops, we offer a dozen ways to turn a single programme into a habit-changing journey of improvement. We also work together with our clients to ensure that levels, units and teams within the company support each other's improvement.
Key skills for negotiation
Learn how to:
1. Define clear negotiation goals
2. Know the counterpart’s objectives
3. Clarify what options you can accept
4. Be able to say no when necessary
5. Initiate and give alternatives
6. Master non-verbal communication
7. Turn conflict into opportunities
8. Keep trust but work for a better deal
9. Conclude with clear, confirmed results
10. Follow up to negotiations efficiently
The workshop makes you able to:
Start with a clear negotiation goal
Anticipate your counterpart’s offer
Close deals that last
Drastically reduce the pressure of negotiation
Generate more return business
Help others to negotiate better
…and of course all this will give you focus and confidence when you negotiate!
What makes Negotiate with Purpose effective?
It is based on the personal & team assessment
We work together with the client to define the outcome of the course
We customise the content of the course, including printed workshop material
Participants use current work-related examples to apply new methods
We use case studies based on information collected from the client
Participants create personal improvement plans that we will follow up
We carefully monitor the outcome of the course and
We provide our clients with detailed reports and follow-up plans
Our philosophy at Campanile is never to deliver the same programme twice. For customized solutions tailored to your industry and specific needs, contact us.