Cross-cutting

Strategies for Negotiating and Closing Deals

Negotiation

12 noon

Introduction

Dealing with a negotiation and achieving the desired success through the adoption of an agreement is no easy task. It requires not only technical knowledge, as it is essential to plan and prepare the meeting and its content properly in advance, and also to make use of the techniques y strategies appropriate. We will not always use the same approaches or techniques when negotiating; we must tailor them to the specific situation.

Thanks to Strategies for Negotiating and Closing Deals You’ll be able to achieve the best possible results in every negotiation you’re involved in. This is because it offers comprehensive training that provides techniques y strategies which will enable you to negotiate any kind of issue successfully. This will put you in a strong position to tackle a meeting.

Objectives

Understanding all the stages involved in properly planning a negotiation.
Correctly define the objectives what we want to achieve as a result of the negotiations.
Use the strategies suitable for negotiation.
Use the most appropriate technique to help achieve the intended objective.
Having a variety of options y tactics from communication y management emotions to help you tackle the negotiation.
Finalise the negotiation agreement and fulfil our claims.

TEACHING UNIT 1. PLANNING FOR NEGOTIATION: THE BALANCE BETWEEN AMBITION AND SELF-DECEPT
1. Set the objectives to be achieved
2. Set your boundaries
3. Get to know the other party and their claims
4. Know your strengths and weaknesses
TEACHING UNIT 2. NEGOTIATION STRATEGIES
1. Choose the type of trade
2. Present your claim in the best possible light
3. Put forward arguments to support your position
4. Generating alternatives: Exploring options to achieve a common interest
5. How to make concessions
TEACHING UNIT 3. TECHNIQUES AND TACTICS FOR SUCCESSFUL NEGOTIATION
1. Choosing the venue or means for conducting the negotiations
2. Active listening and silence as a means of gathering information
3. Combating psychological warfare
4. Don’t let the pressure get the better of you

Strategies for Negotiating and Closing Deals

Introduction

Objectives

Table of Contents

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