Negotiating Winning Solutions

‘A proven approach for successful negotiation.’

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Negotiating Winning Solutions

This is a programme for sales professionals who negotiate terms and conditions for high value sales opportunities.

Negotiating winning solutions equips participants with the skills to be a professional negotiator. An individual who:

  • Implements an assertive approach to negotiation
  • Plans business negotiations to deliver successful outcomes
  • Uses a variety of negotiation tactics to resolve issues and maintain the commitment of everyone involved in a negotiation
  • Leads negotiations using a process that ensures every negotiable is identified and resolved to achieve a winning solution.

Who is Negotiating Winning Solutions for?

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Sales Professionals

Who are responsible for negotiating terms and conditions for high value sales opportunities.

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Business Development Managers

Who are responsible for negotiating terms and conditions with new customers.

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Sales Directors, Leaders & Managers

People who are responsible for coaching their teams on negotiation skills.

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Negotiating Winning Solutions

Aim and Objectives

The programme aim is to equip participants with the negotiation skills and behaviours needed to achieve results that both parties view as a ‘winning solution’.

Programme Objectives

To deliver this aim the programme is focused on three objectives:

  1. Personal Qualities
    To develop the personal skills and behaviours of a professional negotiator.
  1. Defining Negotiation
    To understand the timings, outcomes and structure of a negotiated solution that is seen as a win for both sides.
  1. Managing the Negotiation
    To implement a unique three step approach to managing negotiations, featuring:
    • Step 1: Establishing the Field of Play
    • Step 2: Planning Negotiation Tactics
    • Step 3: negotiating a Winning Solution.

 

What are the benefits for your business?

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Skilled People

Sales people equipped with the skills to negotiate winning solutions that generate profit and build customer confidence.

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Business Growth

Professional sales people with the skills to negotiate profitable solutions for high value sales opportunities.

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Relationship Development

Sales people who negotiate solutions that are fair and build the relationship with the customer.

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Provider of Choice

An approach to negotiation that builds confidence and makes your business the customer’s provider of choice.

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A Positive Culture

Sales people produce results that create a positive culture and make people feel they are valued members of the sales team.

 

What’s included in the programme?

The pre-work assignment engages participants in the programme. The assignment features two parts:

  • The Professional Negotiator
    Pre-reading on the personal skills and qualities needed to be a professional negotiator.
  • Personal Analysis
    Based on the pre-reading participants complete a personal analysis of personal strengths and development areas.

Participants have the opportunity to review and use the outputs of the pre-work at the ‘Negotiating Winning Solutions’ workshop.

This is a two day interactive event in which participants discover the skills and behaviours they need to be a professional negotiator.

The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies.

The workshop features:

  • Pre-work review
  • Defining negotiation, how timing, desired outcomes and structure are combined to create a winning solution
  • Stakeholder management in the negotiation process
  • The negotiation process, a proven methodology for planning, and implementing business negotiations to achieve winning solutions:
    1. Establishing the ‘Field of Play’.
    2. Planning negotiation tactics.
    3. Negotiating a winning solution.
  • People and pressure: managing the way individuals react to pressure in the negotiation process

In the 8-12 weeks following the workshop participants complete a personal project based on their individual roles. The project is structured and features a series of tasks, which act as a catalyst to help participants:

  • Develop negotiation skills
  • Test and activate the learning from the workshop with their teams
  • Embed new practice and ideas as normal business activity.

A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:

  1. Activation: ensuring participants activate the learning in their personal roles.
  2. Evaluation: a clear view of how the programme impacts on business performance.
  3. Return on Investment: measurable results that identify personal development and the impact on the business.

Negotiating Winning Solutions Toolbox?

As participants complete the workshop they receive a series of negotiation tools to support them in their personal roles:

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Field of Play Analysis

A negotiation aid that helps participants:

  • Understand the critical issues of each negotiation
  • Structure, plan and implement a winning solution.
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Negotiation Tactics

A powerful aid that covers eight negotiation tactics and shows participants how to:

  • Use each tactic
  • React the tactic is used by the customer.
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Give-Get Planner

Critical to developing a winning solution, the Give-Get Planner helps sales professionals ensure that every negotiation trade is valued and targeted to achieve something of equal value from the other party.

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Negotiating Winning Solutions Manual

A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.

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TLSA Completion Certification

Each participant receives a ‘TLSA Completion Certificate’. If the programme features a professional qualification the certificate will be provided by the professional body.

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