Influencing & Negotiating skills
I recently worked with a client who was given twenty minutes to present a tender proposal. The client had chosen two from several to do a second presentation. The stakes where high, millions of dollars. A lot riding on the ability of one person to negotiate and sell a proposal successfully.
Negotiating is simply a method of achieving a result. You find out what I need, I find out what you need. We move toward a result that we agree on. Sounds simple. Requires skill, patience, assertiveness, ability to listen… We might compete. We might work together.
Negotiating is not a natural skill. It is learned. Not everyone plays fair. Some use tricks. Deception is commonplace.
Negotiating has a bad reputation because some negotiators work shortsightedly as if they didn’t want any further contact. Paddy can teach your people to become professional negotiators . A typical program would include:
- The stages of a negotiation or sale and how to use them
- Understanding the needs of others
- How to achieve a win win result
- Building trust
- Knowing when to compete, collaborate and avoid
- Identifying currencies
- Recognising underlying needs
- Unconscious influencing
- Preparing for a negotiation
- Understanding their world
- How to handle tricks and traps
Opportunities to negotiate are presented daily. Whether a simple corridor negotiation, a sales negotiation or a large business negotiation, the principles are the same. The skills are the same. We all negotiate. Let’s learn to do it professionally and successfully.
If you need to improve the ability of your people to negotiate ….contact Paddy today:
Telephone – 0418 996970
Email – paddy@paddyspruce.com.au
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