HOW STRATEGIC A NEGOTIATOR ARE YOU?

Stage 2 builds on the growth and heightened confidence gained in Stage 1. This 2-day module unravels complicated scenarios and relationships by providing simplifying strategies. It will be specially helpful for participants involved in complex negotiation situations where team alignment is critical.

Employing the ENS International Systematic Preparation framework, Stage 2 examines strategic options and how to use them effectively. It also provides a deeper insight into how to read the other party and develop counter-intuitive tactics.

The Stage 2 module provides hands-on skills development through critiqued practice with close attention being given to recognising and managing each phase of the negotiation process.

Participants in Stage 2 strengthen the skills developed in Stage 1.
ENS International recommends that Stage 1 be completed before commencing Stage 2 which develops deeper understanding and more complex skills development.

So you walk in to see your client and they are cranky, surrounded by noise, and as you raise your voice to talk to them, they constantly check their watch. What are the odds of you getting what you came for?

What would you do? Press on, leave a brochure or order form, then get out of their way?

Or perhaps try to control the process… invite them to a quieter spot, ask if there is a better time? What about the anger… would you take that on?

When we survey clients about how they manage the ‘climate’ of a meeting, they respond that time, place and mood are the least controllable aspects of a meeting. But if climate is set to obstruct the outcomes, it must be addressed – only a question of how.

Climate is precisely the first things both parties experience (hopefully notice) when they meet, even before a word is spoken. During rapport building, people will be judging if this meeting is going to go anywhere good.

If the climate is wrong, and you don’t address it, then you are stuck with it for the rest of the meeting. ‘Awkward’ and frustrating can turn into ‘ridiculous’ and pointless.

So, make it earlier or later, shorter or longer, ample notice or on the spot, plenty of lead time or tight against the deadline (time).

Face to face, phone or email, their place or yours, seated or standing, factory floor or office, air-con or not, noisy or quiet, tea & biscuits or without (place).

And as for mood, a willingness to listen and curiosity with what has upset them, can be a calming process (letting them vent), building trust, as well as insightful into what you might be competing with.

As a broad principle, Sales are not paid to turn up and accept being turned away. Take it on – manage time, place and mood. Set it up before you get there, and if you can’t, react if its not in your favour.

ENS International will help you create some options. Look out for their public programs in all capital cities. Or call me to discuss. 1800 25 99 66.

HOW CONFIDENT A NEGOTIATOR ARE YOU?

Introducing participants to the complexity of negotiation and influencing skills, Stage 1 focuses on building your negotiation confidence.

Stage 1 has been designed to empower and build capability through practical hands-on experiential exercises. Providing insights into effective strategies and how to employ tactics to achieve goals in personal and professional situations, participants workshop real life cases.

Being the initial module in a three-phased approach, Stage 1 develops and improves foundational negotiation and influencing skills.
ENS International recommends participants complete the Stage 2 & 3 modules to achieve optimum results and deepen negotiating understanding and implementation. Each learning module has been developed to increase competency through increased immersion.