Essential training for: purchasing and sales teams who regularly negotiate on up to six issues (either external or internal), where negotiations are often similar from one to the next, and you have the mandate to agree terms.
Essential Negotiation Skills will provide your people with tools and skills to avoid concessions, reach better deals, improve margins, sustain good relationships with customers and/or suppliers, and approach all the negotiations they typically face with sharper negotiation skills and renewed confidence.
In our Essential Negotiation Skills programme, we use Verbal Behaviour Analysis or VBA for short. VBA is the means by which we analyse and measure verbal communication – the things that people say to each other in a given situation. It is the basis for all our methodologies and for providing reliable feedback as the basis for viable skill development.
We have used VBA to identify what successful seller and negotiators do, and have created best practice skills models so that everyone can emulate the skills that lead to success. We also implement VBA within each learning session to analyse the current skill levels of participants and identify areas that can be practiced during our programmes.
Huthwaite also offer advanced training in Complex Negotiation Skills for the more complex scenarios.
By the end of this Huthwaite Essential Negotiation skills programme, participants will:
The Essential Negotiation Skills programme is a two-day classroom based programme which is preceded by approximately two hours of e-learning.
In the classroom, delegates do short exercises to practise the behaviours which are key to effective negotiation and get short inputs from the trainer on key negotiation topics.
Delegates also prepare, plan, conduct and evaluate small group negotiations, during which they observe, analyse and give feedback on each other’s negotiating behaviours, using the VBA Success Model.
The two-day negotiating skills programme is staffed by one Huthwaite trainer for up to twelve delegates.
We can align the event to your own real world and therefore maximise the return on investment. These include: