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Masterclass in Negotiation & Handling Objections

Course Overview

Elevate your negotiation and objection-handling skills with our comprehensive Masterclass. While often associated with overcoming price objections, these skills are invaluable in various professional scenarios, from collaborating with colleagues to securing external services or closing contracts. Dealing with objections is a big part of our lives, and to get better at it, we need to learn the right tools, techniques, and practices in a special negotiation skills course.

This results-driven training delves into the practical aspects of negotiation, covering key skills, concepts, and methodologies necessary for controlling the process holistically. Participants progress through all stages of negotiation, from planning to advanced techniques for resisting manipulation and conflict resolution, navigating diverse scenarios with ease and achieve targeted results.

This course is for professionals who want to be well-prepared for any negotiations and those aiming to master specific methods. Here are the key skills they can gain in our course:

  • Identifying realistic goals of both parties for strategy development
  • Acquiring a diverse range of techniques for various negotiations
  • Learn conflict resolution in negotiation
  • Identifying hidden objections and how to address them without manipulation
  • Handling tough communication, pressure, and aggression
  • Understand all the details of overcoming customer objections

 

Position yourself as a strategic negotiator- enroll now!

Who Should Attend

  • Professional Buyers
  • Business Managers
  • Commercial Negotiators
  • Account Executives
  • Contract Negotiators
  • Sales Professionals and anyone involved in selling and buying negotiation processes
  • Everyone who wants to negotiate better with customers, colleagues, business partners or suppliers

Course Objectives

At the end of this course, participants will be able to:

  • Develop the mindset of a professional negotiator and apply it to your life
  • Learn how to be prepared for negotiations and plan everything beforehand
  • Be ready when typical scenarios don’t go according to plan
  • Connect with the opposite negotiation party and build a relationship with them
  • Improve both verbal and non-verbal skills to turn your negotiations into an art form
  • Practice strategies and tactics for trading variables and concessions
  • Handle different levels of objections and skillfully reveal hidden objections
  • Recognize various types of manipulation and turn them in your favor
  • Utilize techniques to soothe conflict if negotiations have gone wrong
  • Know how to close negotiations successfully and increase the odds in your favor
  • Practice proven techniques on how to deal with the most common objections like price

Course Content

Negotiation Fundamentals

  • Defining negotiation
  • When you should negotiate and when you shouldn’t
  • Negotiations in 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 real objectives for both parties
  • Defining your best / worst case scenarios
  • Nonstarters in negotiation
  • Setting the stage for a win-win negotiation

Best Practices During a Negotiation

  • The art of active listening
  • The art of asking questions and sharing information
  • Techniques for trading variables
  • Developing the art of reading body language
  • How to avoid major concessions and trade minor concessions
  • How to negotiate with multiple parties
  • How to negotiate on the phone
  • BATNA analysis
  • Teamwork in negotiation
  • Lessons from case studies of successful negotiation

Handling Objections and Deadlocks

  • Rephrasing objections as positive signals
  • How to pre-empt deadlock situations
  • 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

  • What are tough negotiations?
  • Tactics and methods of pressure on the opponent in negotiations
  • How to resist pressure tactics

Advanced Negotiation Phase

  • Difference between concession and compromise
  • Dealing with conflict 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

  • How to bargain correctly
  • Making Offers
  • How to justify your price in advance
  • How to respond to phrases like “that’s expensive” and being asked for a discount

Closing the Negotiation

  • Ensuring contractual integrity
  • Ensuring legal accuracy of rights and responsibilities
  • Dealing with last-minute negotiation issues
  • Anticipating potential deal breakers
  • Finalizing an agreement or walking away

Table of Contents

Course Code DU0503 Category
Location: Dubai, UAE
Duration: 5 Days
Language: English
Cost: 15,770 SAR
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