Smart Negotiating MasterClass 2.0

20 years of experience condensed and delivered to you on demand. 70 training modules, 45 pages of practical strategies, over 400 scripts for you to download: negotiation techniques, persuasive language patterns, statements, questions and responses to support your negotiations, scripts for closing deals, handling objections and deploying and countering negotiation tactics. There is no other training like this in existence.

Learn negotiation strategies and techniques from the leading expert in business negotiations. Michael Zieba, the founder of Business Negotiation Academy Ltd and creator of this course has delivered negotiation training and consulting in 40 countries to some of the most prominent companies in the world, e.g. Adidas Group, NGA HR, Vodafone, Network Rail, GKN Driveline, DHL, Nycomed Holdings, Masterfoods, TomTom, Qatar Foundation, Saudi Electricity Company and many many more.

The world is radically changing and you have 2 options: you can become indispensable, you can build your position of pre-eminence… you can build your LEVERAGE …. Or you can be AVERAGE. There is only one skill that will determine which side of the line you end up on. The stakes have never been higher and this is a defining moment for your future. Now is the time to take control and gain the edge.

Smart Negotiating MasterClass – Course content:

Part 1: Course Introductions

– Who will benefit from this training

– Course structure and objectives

– Tools and Templates

– How to Get Results with Smart Negotiating Training

– Prepare Your Real Life Negotiation Scenario

Part 2: Smart Negotiating Self Assessment – complete before you start

Part 3: BNA Negotiation Matrix

Negotiation Preparation, Planning and Engagement tool that puts you in control of negotiation.

Part 4: Win Before You Begin – Psychological Tactics to Gain the Edge

Rapport and Negotiation

Inside Your Counterpart’s Brain – NBI – Thinking & Decision Making Preferences

4 Decision Making Quadrants – How we communicate, make-decisions and solve problems

NBI Cheat-Sheet – How to communicate with others for maximum impact

How to find out your counterparts’ decision-making style?

Eliciting Criteria – What is important to your counterpart and how to use this information to your advantage.

Persuasion and Influence: Motivation & Behaviour Patterns

High Impact Communication – Speaking your Counterpart’s Language

Persuasion and Influence: Reciprocity and Negotiation

Persuasion and Influence: Commitment and Consistency and Negotiation

Persuasion and Influence: Authority and Negotiation

Persuasion and Influence: Scarcity and Negotiation

Persuasion and Influence: Liking and Negotiation

Persuasion and Influence: Social Proof and Negotiation

The Prospect Theory and Negotiation – How options shape decisions

Loss and Risk Aversion and Negotiation

Framing – Managing perception in Negotiation

How to Manipulate Reference Points

Part 5: Negotiation Preparation and Planning Part One

Assessing the Negotiation Context

Negotiation SWOT Analysis – Power & Leverage

BATNA and Consequences of No Deal

Planning Your Negotiation Strategy and Approach

Negotiation Strategy – Mastering The Competitive Game

Negotiation Strategy – Mastering The Art of Compromise

Negotiation Strategy – Mastering The Collaborative Game

Negotiation Strategy – Mastering Accommodation Strategies

Negotiation Strategy – Mastering The Avoidance Game

The BNA Negotiation Strategy Selector Tool – How to adopt a fit-for-purpose negotiation strategy

Part 6: Negotiation Preparation and Planning Part Two

Gathering Information – What to focus on – Needs and Interests

Business & Personal Needs_Types of Buying Influences and Their Needs

A 3-Step Strategy to Identify Underlying Needs

Do You Have an Effective Questioning Strategy?

Is there any reason you wouldn’t say yes to this? – Questioning Do’s and Don’ts

Interview DON’T Interrogate – Connecting Questions and Softening Statements

The question you should never ANSWER!

How to Ask SITUATION Questions

How to Ask NEEDS and PAIN Questions

HOW to Ask BUDGET Questions

HOW to Ask DECISION PROCESS Questions

HOW to Ask COMPETITION Questions

HOW to Ask TIMEFRAME Questions

HOW to Ask NEXT STEPS Questions

Part 7: Negotiation Preparation and Planning Part Three: Your Game Plan

Deal Objectives and Parameters #1

Deal Objectives and Parameters #2

Validating Your Information about the Other Side’s Priorities

Deal Objectives – Don’t let them use the The Decoy

Win More – Concession Strategy Planning

Your Game Plan: Price Concession Technique_Selling

Your Game Plan: Price Concession Technique_Buying

How to negotiate the impossible: MEO – The $5.3M Negotiation Technique

Your Game Plan: How to construct Multiple Equal Offers

Your Game Plan: Making the First Offer – Anchoring Your Negotiations

Your Game Plan – How to Respond to First Offers

Your Game Plan – How to Respond To First Offers – Bracketing

Your Game Plan: How to Use of Time to Your Advantage

Part 8: Negotiation Engagement

Negotiation Tactics and Techniques: The Cardinal Rule of Negotiating

Negotiation Tactics and Techniques: Why you should always start with a NO

Negotiation Tactics and Technics_Opening: How to present a price range

Negotiation Tactics and Techniques: How to Avoid: ‘Your Price is Too High’

Opening Negotiation Tactics and Techniques

Middle Negotiation Tactics and Techniques

Closing Negotiation Tactics and Techniques

Communication Techniques

Part 9 – BONUS: Negotiation Strategies for Dealing with Difficult People and Situations

Who this course is for:

• Salespeople
• Business Owners
• Entrepreneurs
• Procurement
• Project Managers
• Account Managers
• Customer Service
• Coaches
• Consultants
• Startup Owners
• Successful Owner Operated Businesses
• Solopreneurs
• Anyone who wants to improve negotiation skills