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Negotiating to Win More! Methodology Overview

Negotiating to Win More! is probably the most evolved negotiation methodology used by individuals and organisations today. It was specifically developed to assist those who negotiate for business benefit in complex environments.

Description

Negotiating to Win More! is behaviourally based, founded on extensive research and practical experience with regards how people and organisations negotiate. It redresses the question of why many people often don’t employ what they have learnt in traditional negotiation training interventions. The methodology takes this behavioural model and through a series of practical exercises teaches students how to take control of negotiations in a way that is optimally aligned to producing the desired results.

Negotiating to Win More! is process-driven. Few successful expert negotiators can diagnose exactly what it is that enables them consistently win deals. The Negotiating to Win More! Methodology gives negotiators and their support teams a simple way to measure their progress within each negotiation, to understand success and prepare them to repeat it. Negotiating to Win More! fits in seamlessly with those driving best practice processes through their business. The outcome of a Negotiating to Win More! negotiation should be a sustainable, mutually beneficial agreement meeting the key objectives and requirements of all parties.

Negotiating to Win More! is skills-based. Most negotiation skills development programmes prescribe what to do and leave it to the attendee to figure out the crucial 'how to'. In our methodology, having defined the most effective behaviour and selected a process that leads to success, delegates identify the practical skills they need to succeed and immediately start to develop them. Training interventions ensure delegates are competent to employ our expert methodology in a variety of challenging business and interpersonal situations.

Training Deliverables

At the end of any one of the Negotiating to Win More! based workshops, attendees will have an understanding of:

The pitfalls of traditional negotiation behaviour
How organisations and people negotiate:

The buying and selling of products and services
Labour force disputes and agreements
Management agreements

The key skills demanded to succeed in high challenging negotiation contexts
How to establish personal credibility, confidence, power and control throughout the negotiation cycle
How to effectively deploy the art & science of persuasion
The concepts of team negotiations - the roles of the negotiator(s), negotiation support, and management
How people negotiate – the phases involved in negotiation

Analysing the negotiation environment
Preparing for negotiations
Engaging in negotiations

Framing the negotiation optimally
Maximising the negotiation climate
Anticipating other negotiator’s behaviour
Countering tactics

Creating a balance in power
Debriefing negotiations

Learning from our own and our team’s negotiation experiences

Client Benefits

Organisations that adopt and implement the Negotiating to Win More! process:

Know how to isolate differences in markets from differences in negotiation skills and approach within the organisation
Have a consistent basis for the allocation of time & other key resources to negotiations
Determine the most appropriate negotiation strategy to pursue in any given negotiation
Adapt to changes in the market, including new players and recent trends
Communicate locally and with remote offices in a way that minimises expense and maximises effectiveness. Have a common nomenclature that indicates where the negotiator is in his/her negotiation process versus where the customer / supplier is in their buying / evaluation / sales cycle
Have negotiators rapidly becoming productive through being properly equipped with the tools required for success