Smart Negotiating MasterClass 2.0
Smart Negotiating MasterClass 2.0
20 years of experience condensed and delivered to you on demand. 70 training modules, 45 pages of practical strategies, over 400 scripts for you to download: negotiation techniques, persuasive language patterns, statements, questions and responses to support your negotiations, scripts for closing deals, handling objections and deploying and countering negotiation tactics. There is no other training like this in existence.
Learn negotiation strategies and techniques from the leading expert in business negotiations. Michael Zieba, the founder of Business Negotiation Academy Ltd and creator of this course has delivered negotiation training and consulting in 40 countries to some of the most prominent companies in the world, e.g. Adidas Group, NGA HR, Vodafone, Network Rail, GKN Driveline, DHL, Nycomed Holdings, Masterfoods, TomTom, Qatar Foundation, Saudi Electricity Company and many many more.
The world is radically changing and you have 2 options: you can become indispensable, you can build your position of pre-eminence… you can build your LEVERAGE …. Or you can be AVERAGE. There is only one skill that will determine which side of the line you end up on. The stakes have never been higher and this is a defining moment for your future. Now is the time to take control and gain the edge.
Smart Negotiating MasterClass - Course content:
Part 1: Course Introductions
- Who will benefit from this training
- Course structure and objectives
- Tools and Templates
- How to Get Results with Smart Negotiating Training
- Prepare Your Real Life Negotiation Scenario
Part 2: Smart Negotiating Self Assessment - complete before you start
Part 3: BNA Negotiation Matrix
Negotiation Preparation, Planning and Engagement tool that puts you in control of negotiation.
Part 4: Win Before You Begin - Psychological Tactics to Gain the Edge
Rapport and Negotiation
Inside Your Counterpart's Brain - NBI - Thinking & Decision Making Preferences
4 Decision Making Quadrants - How we communicate, make-decisions and solve problems
NBI Cheat-Sheet - How to communicate with others for maximum impact
How to find out your counterparts' decision-making style?
Eliciting Criteria - What is important to your counterpart and how to use this information to your advantage.
Persuasion and Influence: Motivation & Behaviour Patterns
High Impact Communication - Speaking your Counterpart's Language
Persuasion and Influence: Reciprocity and Negotiation
Persuasion and Influence: Commitment and Consistency and Negotiation
Persuasion and Influence: Authority and Negotiation
Persuasion and Influence: Scarcity and Negotiation
Persuasion and Influence: Liking and Negotiation
Persuasion and Influence: Social Proof and Negotiation
The Prospect Theory and Negotiation - How options shape decisions
Loss and Risk Aversion and Negotiation
Framing - Managing perception in Negotiation
How to Manipulate Reference Points
Part 5: Negotiation Preparation and Planning Part One
Assessing the Negotiation Context
Negotiation SWOT Analysis - Power & Leverage
BATNA and Consequences of No Deal
Planning Your Negotiation Strategy and Approach
Negotiation Strategy - Mastering The Competitive Game
Negotiation Strategy - Mastering The Art of Compromise
Negotiation Strategy - Mastering The Collaborative Game
Negotiation Strategy - Mastering Accommodation Strategies
Negotiation Strategy - Mastering The Avoidance Game
The BNA Negotiation Strategy Selector Tool - How to adopt a fit-for-purpose negotiation strategy
Part 6: Negotiation Preparation and Planning Part Two
Gathering Information - What to focus on - Needs and Interests
Business & Personal Needs_Types of Buying Influences and Their Needs
A 3-Step Strategy to Identify Underlying Needs
Do You Have an Effective Questioning Strategy?
Is there any reason you wouldn’t say yes to this? - Questioning Do's and Don'ts
Interview DON'T Interrogate - Connecting Questions and Softening Statements
The question you should never ANSWER!
How to Ask SITUATION Questions
How to Ask NEEDS and PAIN Questions
HOW to Ask BUDGET Questions
HOW to Ask DECISION PROCESS Questions
HOW to Ask COMPETITION Questions
HOW to Ask TIMEFRAME Questions
HOW to Ask NEXT STEPS Questions
Part 7: Negotiation Preparation and Planning Part Three: Your Game Plan
Deal Objectives and Parameters #1
Deal Objectives and Parameters #2
Validating Your Information about the Other Side's Priorities
Deal Objectives - Don't let them use the The Decoy
Win More - Concession Strategy Planning
Your Game Plan: Price Concession Technique_Selling
Your Game Plan: Price Concession Technique_Buying
How to negotiate the impossible: MEO - The $5.3M Negotiation Technique
Your Game Plan: How to construct Multiple Equal Offers
Your Game Plan: Making the First Offer - Anchoring Your Negotiations
Your Game Plan - How to Respond to First Offers
Your Game Plan - How to Respond To First Offers - Bracketing
Your Game Plan: How to Use of Time to Your Advantage
Part 8: Negotiation Engagement
Negotiation Tactics and Techniques: The Cardinal Rule of Negotiating
Negotiation Tactics and Techniques: Why you should always start with a NO
Negotiation Tactics and Technics_Opening: How to present a price range
Negotiation Tactics and Techniques: How to Avoid: 'Your Price is Too High'
Opening Negotiation Tactics and Techniques
Middle Negotiation Tactics and Techniques
Closing Negotiation Tactics and Techniques
Communication Techniques
Part 9 - BONUS: Negotiation Strategies for Dealing with Difficult People and Situations
Breakthrough Negotiation Strategies, Techniques and Tactics for the Real World.
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What you will learn
- BNA Negotiation Matrix - never shared before outside the corporate world
- How People Make Decisions
- WHAT do I want and need? - WHERE and HOW do I start? - HOW and WHEN do I move? - WHEN and HOW do I conclude?
Rating: 4.75
Level: All Levels
Duration: 6 hours
Instructor: Michael Zieba - Business Negotiation Academy Ltd
Courses By: 0-9 A B C D E F G H I J K L M N O P Q R S T U V W X Y Z
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