open - (Page 68) Sales In-Company Certificate in Negotiation The Certificate in Negotiation is designed for external and internal customer facing staff who have responsibility for negotiating business contracts and/or managing business relationships. It does not require previous experience. 9 SMART objectives, concessions and counterparts 9 assertive phrases Module 3: Negotiating behind your Value Proposition 9 Features – Advantages – Benefits matrix 9 SPICES© model – personal motivation in decision making Module 4: Best practice communication 9 questioning techniques for different responses, value building 9 10 persuasive techniques to build agreement 9 sources of power within the negotiation 9 communicating across various media PROGRAMME Module 1: Negotiation process 9 The 5 Golden Rules framework for successful negotiations 9 ‘win-win’, building relationships, identifying key issues Module 2: Preparation 9 understanding the history of the situation Certificate in Negotiation Learning Objectives Learning Module Interactive Test Live Training Event Exercise Feedback Conference Call Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout In-Company Diploma in Advanced Negotiation The Diploma in Advanced Negotiation is designed for commercial groups and individuals with responsibility for any form of external or internal negotiation at a senior/experienced level. It provides senior sales focused personnel with a toolkit of techniques, behaviours and influencing levers to ensure the expression of value can be placed at the heart of the negotiation. Module 1: Initial demand/offer - objectives - planning template - positioning Module 2: Defending your first offer - understanding needs - tailoring a solution package - reinforcing Features - Advantages – Benefits Module 3: Concessions/counter concessions - developing a strategy Module 4: Negotiation flow - building value - influencing levers - strategic questioning - handling objections Module 5: Control/close the negotiation - Chess © strategy to plan each stage - post negotiation controls Cegos Five Golden Rules of Negotiation © 1 2 3 4 5 Start with a high initial demand or offer Always defend your first offer If you start with a concession, always ask for a counter concession in return If you have to back up, take small and decreasing steps Be in control of the negotiation and lead the agenda to closure Diploma in Advanced Negotiation Test Best Practice Interactive Learning Objectives Live Training Event Action Plan CD - Rom Coaching Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout bookings & enquiries: 0161 445 2426 training.solutions@cegos.co.uk 68 © Cegos UK 2008 www.cegos.co.uk www.cegos.co.uk
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