Salespeople “both love and hate” negotiation: They love it for the long and tough preliminary work is about to yield returns; they hate it for as the seller they are so passive in negotiation that deals can be stricken with meager marginal profits after concession. Buyers are equally anxious about negotiation: Current procurement cost for the same material ought to be lower than that of previous year; they also have to ensure suppliers won’t produce inferior goods with shoddy materials.How to achieve a win-win result while both buyers and sellers are more and more difficult to take care of?
There are psychological handicaps of negotiation between a sales man and a purchaser, the seller considers himself themselves sellers that need the purchaser to make payment, and so he has the disadvantageous position in the mind and does not know how to gain the trust from the purchase; while the purchaser is in a dilemma, where he wants to lower the price but is afraid of being rejected by the seller, and thus causing delay and quality problems. Companies organizing trainings owe the failure of negotiations of employees simply to the lack of skills, so they prefer the irrigation of negotiation skills when choosing courses, but the participants still don’t know how and when to use such skills and just rigidly apply such skills in practice because them have only segments of memories after the study, and so the trainings fail to take effect.
In order to help the participants to dissolve their confusions, setting up correct perspective and useful skills to achieve positive effect of the training, the AMA (China) has designed the program “Negotiating to Win”, which breaks through the presentation of dazzling skills and focuses on the analysis on the psychological states of both parties and the process for building mature negotiation psychology of negotiators, and based on clear purpose of negotiation, mastery the timing of negotiation and exploring psychological states of both parties, it will be natural and easy to study and apply negotiation skills.
"Negotiating to Win" consists of 6 parts:
Purpose of Negotiating to Win: This is the opening of consciousness clarification. From the aspect of different psychological states of both parties, why both parties with different positions are still entangled with and struggling against each other? What’re the sources of the fear of both the salesman and the purchasing for negotiation? What roles should then play during the negotiation between the company and the customer? Only by clarifying the purpose and roles of negotiation can they communicate with customers and suppliers with a positive and open mind, which is the beginning of a win-win negotiation.
Knowing the process of negotiation: Do sales or purchasing personnel need several negotiation skills or complete trains of thought for negotiation? The occasions of negotiation keep changing, mechanical copying of skills can only make good things bad, so what they need more are systematic skills and knowledge such as elements for a successful negotiation, different stages of negotiation, and various handicaps during the negotiation to make them clearly judge the current stage and properly master the timing of negotiation. Utilization of the skills on this basis can shoot the arrow at the target.
Preparing negotiation plans: Sun Zi said: “He who are well prepared can beat those not prepared”, and the negotiation result is always in favor of the prepared party, so prepare the negotiation plan is both a very important step for the buyer and the seller to achieve satisfactory result and a process for analyzing the demand of the other party and prepare negotiation skills. Participants can master steps and tools for preparing the negotiation plan through the case analysis system and apply such tools to actual negotiation.
Internal negotiation: If we break down the sales process, negotiation lies in the stages of “identifying dissent” and “solving dissent”, while internal negotiation is just the process of doing. To achieve win-win negotiation, we need to both overcome handicaps during the negotiation but master the timing, information and power of negotiation, in particular, we should balance the advantages and disadvantages of the 4 modes of interpersonal relationship so as to prevent the negotiation from being at sword’s points as before, instead, we can build friendship, trust and win-win position during the negotiation.
Negotiation styles-People-related issues: to build trust during the negotiation, we must integrate negotiation skills into the recognition of the negotiation styles of the others and the adjustment of our own styles. Only by emotional touching and persuasion by reasons can we convince the others and bring about the deal. It is not strange that some people have summarized that among elements for reaching a successful negotiation, 50% are economic and 50% are emotional.
Action Plan: summarizing what we’ve learned, sharing successful cases and converting the action plans and proposals of the participants.
Participants will have different outcomes due to different methods despite the same negotiation skills they are learning. In fact, what the participants need most are psychological preparation and the mastery of negotiation timing instead of the skills themselves. To achieve this goal, we must, taking win-win result as the premise, master systematic process and core elements of negotiation to be prepared well for the negotiation. Only by knowing both ourselves and the target well can we freely perform during the negotiation and make both parties feeling successful.
6 stages of negotiation
How you will benefit
- Cultivate mature negotiating mentality and know the success factors
- Master when to negotiate and apply negotiating strategies effectively.
- Make specific plans and adjust your behavioral style
- Break deadlocks in negotiation and move from “No” to “Maybe” to “Yes”
What you will cover
Why and when to negotiate to win
- Common negotiating ploys and countermeasures
Know negotiating process
- 6 stages of negotiation
- Resistances you will face
- How to reach an agreement
Develop negotiating plan
- Steps and tools for planning negotiation
- Negotiation case study and exercise
Internal negotiations
- Overcome resistance in internal negotiation
- Master 3 basic negotiating factors
- How to improve cross-functional cooperation
Negotiating behavior-“People problems”
- Identify your own and other’s behavioral styles
- Improve persuasion and communication skills
Action plan
- Sharing: Genuine negotiator
“The trainer explains the profound knowledge in a simple way and integrates real work situation via cases and group practice.”
“By combining theory with case study, the training is well focused and organized.”
“I can find joy from learning and benefit a lot.”