Negotiation Skills
Benefits
- Enable managers and consultants to benchmark existing skills
- Remind them of best practice in negotiation
- Improve skills in promoting services and influencing customers
- Negotiate to business advantage and close deals effectively
Issue
The ongoing success of our client, Europe’s largest provider of information management solutions and strategic consultancy, depends heavily on the ability of its managers and consultants to negotiate skilfully with all of its stakeholders. Training was required to address issues around negotiating to advantage and winning the right deals; looking at costs versus benefits in preparation, maintaining relationships with a win-win, working as a team and handling difficult situations. This would deliver a core team, skilled in negotiating, who could operate to business advantage whilst maintaining constructive relationships with stakeholders.
Our approach
The client, the JSB team and the participants of the course all contributed to the design of this one day programme. JSB familiarised itself with the issues and challenges faced by the client when negotiating and designed appropriate case studies to draw out the learning from these situations. Once the course was delivered, timely follow-up and evaluation was carried out.
The course was designed to help participants:
- win the right deal
- carry out suitable preparation – cost versus benefit
- negotiate to create a win-win
- assess and understand tactics
- compare negotiating styles
- plan - bottom line, concessions, alternatives
- handle difficult situations
- work as a negotiation team
- close deals effectively
The content of the day is largely practical with participants ‘learning by doing’.
The outcomeManagers and consultants experienced an intensive day of practical training using role plays and case study scenarios familiar to them. They learned from discussing insights and strategies in dealing with common negotiating problems. They provided feedback to each other on their negotiation skills and techniques, indicating what worked well and what could be improved. Each participant developed key personal actions to hone their skills in the organisation.