I recently worked with a client who was given twenty minutes to speak about 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 successfully.
Negotiating is a process to achieve a result. You find out what I need, I found out what you need. We move toward a result that we agree on. Sounds simple. Requires skill, patience, assertiveness, ability to listen…
Negotiating is not a natural skill. It is learned. Not everyone plays fair. Some use tricks. Deception is commonplace.
Paddy can teach your people to become professional negotiators. A typical program would include:
- The stages of a negotiation and how to use them
- Understanding the needs of others
- How to achieve a win win result
- Building trust
- Identifying currencies
- Recognising their underlying needs
- Unconscious influencing
- Tips and techniques
- 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.
If you need to improve the ability of your people to negotiate successfully, contact Paddy:
Telephone – 03 9808 8990
Email – paddy@paddyspruce.com.au
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