Negotiation and Influencing Skills for Sales Personnel

Introduction

The development of negotiation skills should not be left to chance or through the learning curve of trial and error. Negotiation skills require a high degree of insight of the issues at hand, understanding of human behavior, influencing skills and assertive communication skills. As such, one should undergo formal training on negotiation skills before going into the tough battlefield of negotiations. 

This programme is designed to bring out the best ability of delegates in the art of negotiation so that they will develop more confidence in themselves and get the best possible results in every negotiation that they are engaged in. 

Learning Outcomes

At the end of this program, delegates would be able to: 

• Identify the type of negotiation they are in

• Identify and apply negotiating concepts: BATNA, WATNA, WAP and ZOPA

• Lay the groundwork for negotiation

• Identify what information to share and what to keep to themselves

• Apply bargaining techniques

• Carry themselves well during negotiation

• Apply the techniques of Consultative Selling

• Apply and test strategies for identifying mutual gain

• Use communication techniques and tools to influence their listeners

• Manage tough negotiators

• Set the terms of negotiations

• Establish and maintain business relations

Session 1: Understanding Negotiation 

In this session, delegates will learn to identify the type of negotiations they are involved in so that they can prepare their approach and select appropriate negotiation strategies. 

Key Learning Areas and Activities

l  Integrative Negotiation

l  Distributive Negotiation

l  The Three Phases of Negotiation

l  Identifying Skills of a Champion Negotiator

l  Learning activity 

Session 2: Preparing for a Negotiation 

In this session, delegates will identify the strengths and weaknesses of both negotiating parties, namely theirs, and that from the other side of the negotiating table. 

Key Learning Areas and Activities

l  Knowing Your WATNA and BATNA

l  Determining Your WAP

l  Establishing Your ZOPA

l  Mental Rehearsal and Personal Preparation

l  Learning activity 

Session 3: The Art of Influencing and Consultative Selling

In this session, delegates will learn how to use communication techniques, body gestures, silence, VAK tools, etc, to influence and persuade their listeners. 

Key Learning Areas and Activities 

• Techniques for Consultative Selling
• Establishing respect and rapport
• Listening and influencing
• FAB-ulous Flow Techniques
• VAK, learning styles and communication
• Learning activity 

Session 4: Managing Tough Negotiators 

In this session, delegates will anticipate and identify what the customer / client knows and will do or will say. Delegates will learn techniques on how to overcome objections or challenges to the products or services they are offering. 

Key Learning Areas and Activities 

• What does the Customer know about your products / services?
• What is your Best Competitor doing that you are not doing?
• What are your techniques in managing tough negotiators?
• Effective listening and questioning skills
• Learning activity 

Session 5: Establishing the Groundwork of Negotiation 

In this session, delegates will identify factors and circumstances that will give them an edge in negotiation. 

Key Learning Areas and Activities

l  Selecting the Time and Place

l  Identifying Common Ground

l  Creating a Negotiation Framework

l  Learning activity 

Session 6: Negotiation – Phase One – Exchanging Information 

In this session, delegates will learn how to role-play in negotiations, especially when they are negotiating as a team against a panel on the other side of the negotiating table. 

Key Learning Areas and Activities

l  Starting Right

l  What information to share?

l  What information to keep?

l  Learning activity 

Day 2

Session 7: Negotiation – phase Two – Bargaining 

In this session, delegates will learn various negotiating techniques to use during a negotiation and also how to handle the negotiating techniques of the other party. 

Key Learning Areas and Activities

l  Anticipating moves, techniques, etc,

l  Techniques to use

l  Breaking Impasse

l  Learning activity 

Session 8: Attempting a Win-Win Situation 

In this session, delegates will learn how to identify and address the Interests of the other party vis-à-vis their Positions and to manage conflicts during negotiations. 

Key Learning Areas and Activities

l  Three Ways to see Options

l  Positions vs. Interests

l  Identifying Mutual Gain

l  Creating a Mutual Gain Solution

l  Learning activity 

Session 9: Negotiation – Phase Three – Closing 

In this session, delegates will learn how to close a negotiation and establish a business relationship. 

Key Learning Areas and Activities

l  Reaching consensus

l  Building on agreement

l  Setting the Terms of the Agreement

l  Learning activity 

Session 10: Putting It All Together 

Key Learning Areas and Activities

l  What are the three skills that you would adopt immediately?

l  What are 3 of your natural strengths?

l  What are 3 of your weaknesses?

l  How do you intend to eliminate your weaknesses?

Philip Tan

Qualifications:

• Bachelor of Laws (Hons), University of Wolverhampton, UK
• Practitioners’ Diploma in International Advertising (Dip.IAA, New York)
• Cert.Ed (TESOL), Pantai Valley Teachers’ College, Kuala Lumpur
• Master in Business Administration , Soft Systems Methodology, University of Hull, UK
• Higher Group Diploma in Public Relations, Sales Management, Marketing and Advertising (Institute of Commercial Management, Bournemouth, UK)

Trained by Prof Robert Flood and his faculty at the University of Hull in Management and Soft Systems Methodology, Philip Tan is a management and soft skills guru, international public speaker, corporate trainer and motivator. He speaks on Marketing, Consultative Selling, the Power of Influence and Negotiating Skills, etc.

Philip has both academia and industry experience from a diverse range of career paths that include holding senior positions in tertiary education, dotcom, advertising, marketing and hospitality training.

In his dynamic career route, he has held portfolios of dean, vice president and chief executive officer of an international professional organisation championing corporate governance. He was also a Senior Examiner on Promotion Management for the Chartered Institute of Marketing, UK (CIM). Philip continues to share his experience in academia by supervising post-graduates candidates of the University of East London (UEL) in their masters dissertations.

Philip is a sought after trainer and facilitator on leadership and management skills, KPIs, Selling Skills, Negotiation Skills, etc

He has conducted In-House programmes on Negotiating Skills, Consultative Selling Skills, Persuasion and Influencing Skills, Analytical Thinking Skills, etc.  A partial list on the programmes mentioned would include companies such as:

        SIRIM Berhad

        Telekom Malaysia Berhad

        Motorola

        JOTUN

        Henkel (M) Sdn Bhd

        TGS-Siemens

        ESRI Sdn Bhd

        Amanah Raya Berhad

        Al Shaker, LG Aircon Distributors, Kingdom of Saudi Arabia

        Bank Simpanan Nasional

        ECMLibra

Among his participants, Philip is known for his applicable tools and job-related content that are delivered in a vibrant pace.  He is able to combine soft skills concepts with real life requirements for those on the job.

When he is not on the public speaking or corporate training circuit, Philip consults on business performance, strategic management and corporate law.

Philip is a registered trainer with PSMB /HRDC, and also a Senior Associate Trainer of TNI Consultancy.

• 5% EARLY BIRD DISCOUNT BY: 15 DAYS BEFORE THE COURSE COMMENCES
• 5% GROUP DISCOUNT OF 5 PAX OR MORE