Course Summary
- 1 day workshop based on handling complex, multi-level negotiations to build on the skills and tools covered in our Situational Negotiation™ Workshop
- Account team based workshop to prepare and execute a real-life, upcoming, complex negotiation challenge
- Understand the needs of the other party, decision making process & criteria; and how to react depending on whether this works for us or against us
- Map the gate & pathways of the anticipated negotiation approach
- Assess the balance of power and Action SWOT
- Construct a ‘game plan’ with opening offer, subsequent moves to break deadlock and closing trades
- Gain alignment for an organisational approach
- Countering common tactics
- Action plan to drive change and execute an agreement
- Delivered by ex-senior sales and buying leaders this workshop will prepare you and your team to enter into a complex negotiation issue
Outcomes
- An aligned approach to complex negotiations that enables you to play the negotiation chess game several moves ahead rather than reacting 1 move at a time
- A consolidated set of preparation tools to guide you through the anticipated negotiation process
- A plan that boosts your real and perceived power in the negotiation and deals with any weaknesses or competitive gaps (again, real and perceived)
- Options and contingency for every step of the process
