NEGOTIATIONS AND HANDLING OBJECTIONS
Our Negotiations and Handling Objections Course is accredited by the Local Government Sector Education and Training Authority (LGSETA) and covers unit standards 13948 at NQF Level 4 with 5 credits.
OVERVIEW
One may think that objecting handling and negotiation skills are important only in sales, mainly to overcome price objections. But this is a narrow perspective. We all deal with objections every day – whether we need to agree with a colleague on things to be done, get a product or service from an external contractor on time, or closing a multimillion contract. This type of interaction is a significant part of our lives, and to enhance the objection handling skills, we have to master the relevant tools, techniques, and practices as a specialized negotiation skill course.
This intensive training provides participants with all crucial knowledge, as well as topical principles and techniques required in the modern business world. This negotiation skill training is focused on the practical aspect and covers key skills, concepts, and methodologies that are needed to understand and control the process holistically. Attendees go through all stages of the negotiation process and how to cope with objections, starting from the planning phase and things that must be done before beginning to highly advanced techniques for resisting manipulation and resolving conflicts. At the end of the training course, you will be able to effectively negotiate in all types of scenarios and reach your targeted results.
LEARNING OUTCOMES
After successfully completing this course, you will be able to:
Identify realistic goals of both parties – the basis for strategy development
Get a broad range of techniques and practices for different types of negotiations
Consider the ways to resolve conflict in negotiation
Identify hidden objections and know how to address them without manipulation
Work more easily under conditions of tough communication, pressure, and aggression
Grasp all nuances of overcoming customer objections
Negotiation Fundamentals
Defining negotiation
When you should negotiate and when you shouldn’t
Negotiation in everyday life
Skills to succeed at negotiation
Developing the right mindset for negotiation
Planning for Negotiation
Research techniques for negotiation
Getting to know the client
Understanding your competition and different styles of negotiation
Planning the logistics, meeting times, and other operational details
Typical variables in negotiation scenarios
Planning your walk-away point
Anticipating the other side’s limits and variables.
STARTING THE NEGOTIATION PROCESS EFFECTIVELY
Techniques for building rapport
Identifying ingrained objectives for both parties
Defining your best/worst case scenarios
Non-starters in negotiation
Setting the stage for a win-win negotiation
BEST PRACTICES DURING A NEGOTIATION
Actively listen to the other party
Ask questions and share information
Use techniques for reading variables
Develop the art of reading body language
Avoid major concessions and trade minor concessions
Negotiate effectively with multiple parties
Negotiate on the phone
Conduct a BATNA (Best Alternative to a Negotiated Agreement) analysis
Work collaboratively with a team during the negotiation process
Learn from case studies of successful negotiations.
HANDLING OBJECTIONS AND DEADLOCKS
Rephrasing objections as positive signals
How to preempt deadlocks in negotiations
Handling unexpected deadlock situations
Introducing solutions to break deadlocks
Dealing with hidden objections
Preparing for genuine and valid objections
MANIPULATION IN NEGOTIATIONS
Techniques and tactics of manipulative pressure; diagnosis of manipulation
Emotional manipulation-pressure on emotional buttons
Linguistic manipulation-the use of speech patterns for hidden suggestions
Practical training on countering manipulation
TOUGH TACTICS, AGGRESSION, AND PRESSURE IN NEGOTIATIONS
Defining tough negotiations
Various tactics and methods used to exert pressure on the opponent in negotiations
Strategies for resisting pressure tactics in negotiations
ADVANCED NEGOTIATION PHASE
Differences between concession and compromise
Dealing with conflicts during negotiations
Using time to your advantage in negotiations
Leveraging organizational hierarchy in negotiations
How to know when to close or continue negotiations
TECHNIQUES OF BARGAINING – HOW TO BARGAIN CORRECTLY, DISCUSS PRICES, TERMS AND MORE
Strategies for effective bargaining
Making offers and counteroffers
Justifying your price or terms in advance
Responding to common objections, such as “that’s expensive” or being asked for a discount
CLOSING THE NEGOTIATION
Ensuring contract integrity
Ensuring legal accuracy of rights and responsibilities
Dealing with last-minute negotiation issues
Anticipating potential deal breakers
Finalizing an agreement or walking away