School of Telecoms Management

62533

Advanced Negotiating and Closing Techniques for Technology Solutions Programme

The Curriculum

To ensure a focused and comprehensive training programme, the topics have been focused into competency areas, with the practical workplace Business Development Assignments and Peer Mentorship running throughout the modules:

Module 1: Negotiating best practices:

Comprehend the core elements of negotiations. Being able to detect a common structure in most negotiation processes is a required first step to improve your skills as a negotiator.

This module will include:

  • Recognise the different phases of negotiation and understand what we are trying to achieve during each phase
  • Have a robust methodology to work with in future negotiations
  • Discuss what good preparation entails
  • Communicate effectively in the context of negotiation

Module 2: Pre-negotiation strategy

Discover the elements of preparing for negotiation, identifying your fears and hot buttons; conducting research into your issues and your opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.

This module will include:

  • Know the do’s and don’ts of the negotiation game
  • Identify the difference between hard versus soft negotiation and their associated benefits
  • Find out what the myths of negotiating are in today’s world
  • Discover why positional bargaining rarely leads to satisfactory outcomes
  • Know the 4 basic elements in any negotiation that must be kept separate: People, Interests, Options, Criteria
  • Discover how to win negotiations without going to war

Module 3: Core negotiation strategy

Break down the decision-making challenges and provide strategies and techniques to effectively engage your colleagues, staff, partners, customers and clients in collaborative decision-making and negotiations.

This module will include:

  • Discover the primary negotiating styles and discover which style suits you best: compromise, rob, accommodate, or withdraw
  • Know how to identify and respond to each style when it is encountered
  • Discover the characteristics of a practical and effective negotiator
  • Confidence-building skills that maintain your control of negotiations.

Module 4: Timing in negotiations

The timing of negotiations is often a critical factor to the deals success. In this module you will learn when the “ripe” time for closing the deal is in negotiation.

This module will include:

  • Recognising the need for negotiations
  • Planning and preparing for negotiations
  • Setting negotiation goals
  • Selecting negotiating strategies and tactics
  • Initial stage, mid stage and end stage strategies
  • Initial stage: presenting and clarifying issues and positions
  • Mid stage: narrowing the gap
  • End stage: reaching final agreement or walking away

Module 5: Psychological barriers

Successful negotiating is a fine art, anticipating the barriers in negotiating takes a certain amount of skill.
In this module you will be exposed to a variety of techniques aimed at equipping you with the knowledge to attack these barriers head on.

This module will include:

  • Discover how to create a “Rapport” with other parties
  • Use practical suggestions for building trust and developing relationships for win – win collaboration
  • Turn a negotiation rival into a loyal and trusted business partner
  • Use emotions to your advantage
  • Apply proven methods of conflict resolution techniques to diffuse a tense negotiation when appropriate
  • Know how to deal with unfair demands, hostility or contempt from the other party
  • The difference between manipulative selling and consultative selling
  • Select the most suitable personal approach when negotiating with various people by understanding the 3 different types of personal approaches

Module 6: Planning a successful negotiation

No negotiation is ever won without a great deal of planning. Develop your game strategy for winning the deal every time.

This module will include:

  • Discover how to plan effectively through intensive information gathering
  • Forecast possible negotiation issues by using a pre-negotiation planning checklist
  • Identify your “best possible outcome” and determine your “last resort agreement”
  • Untangling relationship building and price negotiations
  • Balancing assertiveness and empathy in negotiations
  • Use the 10 steps of value-claiming to increase your deals worth

Module 7: Dealing with difficult tactics

Most negotiations will have an element of hidden agendas. Be on the look-out for common telltale signs in negotiating. In this module we look at reallife examples of how you could be manipulated in a negotiation, and learn to counter-attack these attempts.

This module will include:

  • Apply recovery techniques should you find yourself in a weak “power position”
  • Apply methods to neutralize power tactics and games that others may try to use on you
  • Counter-tactics – leaning to fight fire with fire
  • Minimising your own temptation to use competitive or deceptive tactics

Module 8: Concluding the deal and checking the results

The end of a negotiation process often marks the beginning of a new relationship between parties or a new phase of a long-standing relationship. This module will show you how to ensure all the fine details have been taken care of along with how to assess yourself for future negotiation improvement.

This module will include:

  • Discover methods for eliminating the risk of post negotiation surprises
  • Apply the 6 most important criteria for judging the success of a negotiation
  • Analyse your performance and compare it to the “best possible outcome” for future improvement
  • Know and avoid the most common mistakes negotiators make at the end of a negotiation

Module 9: Intercultural negotiating tactics:

Culture determines pattern of behavior and influences decision-making during negotiations. This module will take you through the key steps to keep in mind when negotiating with different cultures.

This module will include:

  • Learn the intricacies of negotiating with people from different cultures and backgrounds
  • Examine cultural differences and how culture affects behavior
  • Utilise intercultural communication styles to successful get your message across
  • Examine cross cultural differences in negotiation styles such as haggling, stalling, changing demands, seeking concessions and closing deals.

 

Module 10: Your additional negotiating tactics:

This module will give you constructive techniques to enable you to deal effectively with negotiating situations and people, and help you convey effective negotiating techniques.

This module will include:

  • Alternatives to direct face-to-face negotiating
  • Designing formal dispute resolution systems in organisations
  • The role of mediators in the corporate world
  • Mediator strategies and tactics for managers
  • Asking a third party for assistance in negotiating

Case Study:

At the end of day 2, delegates will be faced with a negotiating situation where they will need to work in
groups to present their findings and outcome for review. This case study encompasses all the theory they will have been taught and forms part of the summative assessment for this course.

Aim: Negotiate a mutually profitable win-win sales success.

  • Define practical experience in developing settlement ranges
  • Define practical experience in identifying negotiating chips
  • Define practical experience in planning concessions
  • Define practical experience in completing the Sales Negotiation Planner
  • Negotiation planning steps
  • Evaluate the sales negotiation process more fully
  • Determine If a sales negotiation was a winner for both sides
  • Critical mistakes to avoid in sales negotiations