INTRODUCTION FOR MASTERING HIGH-STAKES NEGOTIATIONS: STRATEGIES FOR COMPLEX AND HIGH-VALUE DEALS
This 2-day training program is designed to equip sales professionals with the skills and confidence needed to navigate complex, high-value negotiations successfully. Participants will learn advanced negotiation techniques, strategies to manage high-pressure situations, and methods to build win-win outcomes that foster long-term relationships. With a focus on practical application, role-playing exercises, and case studies, this program ensures that attendees leave with actionable strategies to close significant deals while maintaining trust and professionalism. By mastering these skills, participants will be prepared to handle the nuances of high-stakes negotiations effectively.
LEARNING OUTCOME
By the end of Mastering High-Stakes Negotiations: Strategies for Complex and High-Value Deals course, you will be able to:
- Understand the principles and dynamics of high-stakes negotiations.
- Prepare thoroughly for complex negotiation scenarios.
- Build rapport and trust to establish strong relationships during negotiations.
- Leverage advanced negotiation techniques to achieve favorable outcomes.
- Manage emotions and pressure in high-stakes situations.
- Handle objections and resolve conflicts diplomatically.
- Identify and address hidden interests and needs of stakeholders.
- Develop and execute negotiation strategies aligned with organizational goals
WHO SHOULD ATTEND
- Sales Professionals: Individuals managing high-value client accounts and deals.
- Business Development Managers: Those responsible for forging strategic partnerships.
- Sales Leaders and Executives: Professionals overseeing negotiation strategies for their teams.
- Account Managers: Individuals tasked with maintaining and growing key accounts.
- Entrepreneurs and Business Owners: Those negotiating contracts and partnerships.
- Procurement and Vendor Managers: Professionals handling supplier and vendor negotiations.
- Corporate Leaders: Decision-makers involved in mergers, acquisitions, or high-stakes deals.
- Consultants and Trainers: Experts mentoring others in sales and negotiation skills.
COURSE CONTENT
Day 1: Foundations and Techniques of High-Stakes Negotiations
Module 1: Understanding High-Stakes Negotiations
- Characteristics of high-stakes negotiations.
- Differences between standard and complex negotiations.
- Identifying risks and opportunities
Module 2: Preparing for Complex Negotiations
- Researching stakeholders and understanding their needs.
- Setting clear objectives and alternatives (BATNA).
- Crafting a value proposition for negotiations.
Module 3: Building Trust and Rapport
- Active listening and empathy in negotiations.
- Establishing credibility and reliability.
- Balancing professionalism with personal connection.
Module 4: Advanced Negotiation Techniques
- Anchoring, framing, and strategic concessions.
- Managing power dynamics in negotiations.
- Techniques for collaborative problem-solving.
Module 5: Handling Objections and Conflicts
- Techniques for reframing objections.
- Strategies for resolving impasses.
- De-escalating tension during negotiations.
Day 2: Strategy Implementation and Post-Negotiation Best Practices
Module 1: Managing Emotions and Pressure
- Emotional intelligence in negotiations.
- Techniques for staying calm and confident.
- Managing pressure from stakeholders.
Module 2: Identifying Hidden Interests and Needs
- Asking probing questions to uncover hidden needs.
- Recognizing non-verbal cues.
- Aligning interests for mutual benefit.
Module 3: Developing Long-Term Negotiation Strategies
- Aligning negotiation strategies with business objectives.
- Building repeatable negotiation frameworks.
- Leveraging lessons learned for continuous improvement.
Module 4: Measuring Negotiation Success
- Key performance indicators for negotiations.
- Analyzing post-negotiation feedback.
- Tools for tracking and measuring success.
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