This thorough approach will help people from all walks of life to “walk away” with a “win-win” solution.
Successful negotiation skills and mediation outcomes are context specific.
Often significant emotion is involved.
A clear head free of emotions is essential.
Flexibility is a key and knowing your bottom line is equally essential.
This one day workshop primarily uses models of intelligent communication and their application to sales and negotiation.
The workshop is tailored to your business model and the needs of your attendees.
Know Your Mind negotiation training is devastatingly effective; it offers a mixture of approaches, and is unique in that it merges the best negotiating skills with the best language and observation techniques.
Importantly, the training is geared specifically to ensure the skills learned are transferred from the training room into the workplace.
The workshop is practical and participative.
At the end of the training you will have the confidence to aspire to higher standards and have the ability to produce powerful results – guaranteed.
We cover the following:
How the brain processes and absorbs information
We illustrate how the brain takes in, adapts, and communicates the information it receives.
This forms the basis for all the techniques we teach.
The purpose is to improve flexibility in communication skills, style and behaviour.
Understanding a variety of ways in which people “view the world” is crucial to building successful long terms relationships.
We also introduce the idea of “habitual thinking” which is often a block to solving problems.
The strategy of how to handle the negotiation is covered in detail and a number of negotiation skills are addressed.
Communication skills and all skills training applicable to negotiation and influence will be tackled as will the emotional intelligence aspects of negotiating.
This module looks at the use of preferred thinking styles of language and how to use the various styles to best effect.
We conduct practical exercises in the use of language to match a customer’s preferred communication style.
When used effectively, this improves rapport, opens up dialogue and reduces resistance and will enable you to reach agreement and a common understanding.
Mismatching in this area is one of the major reasons why conflict occurs – people are unable to “see” the other person’s way of thinking because it is different to their own.
We explain the techniques and advantages of matching and mirroring by body language, voice tonality and voice speed.
Knowing how to identify, use, understand and manage emotions of the people you deal with is vital.
Rapport is a subtle technique, but when used properly it improves a relationship by ensuring the person you are dealing with thinks that you are their kind of person.
They believe you understand their problems.
This draws the person towards agreement with the result that they want to move away from conflict.
We cover various ways to reach consensus particularly with a person you are dealing with who operates from a different perspective – they have a different thinking style to you.
For example, if you normally communicate at the “big picture” level and the person you are dealing with communicates at the “small detail” end of the spectrum, chunking techniques will help you to adapt naturally to the most effective level to free up communication.
You are then in a position to agree objectives and move the discussion forward to closure.
Here we also cover the NLP negotiation model with a practical case study.
The Use of Directional Language
We show you how to use powerful directional language techniques.
This includes open questions, reflected language, double binds, tag questions, criteria questions, and embedded commands in sales and negotiations.
These methods are used to bypass resistance, to move the conversation forward and to create convincing presentations.
Questioning skills are recognised as one of the most powerful methods for building relationships and used wisely uncover “hidden” information and having expertise in this area helps to overcome resistance.
We coach you in how to recognise, utilise and influence the secision making patterns other people use.
It will assist you to become more aware of your own decision making drivers when you negotiate.
If you know how a person thinks and the strategies they employ you can then feed them back in precisely the same way.
This is really crucial and of significant influence because when you meet a prospective customer you should quickly discover the steps they use to make a decision.
This includes their motivation strategy, decision making strategy, convincer strategy and reassurance strategy.
Get these right and they will demand your services!
Detachment and State Control Techniques
Here we focus on self-awareness and how to become detached from the emotional elements of negotiation. It separates technical arguments from the personalities involved.
We role play how to break embedded habits, create space for discussion, and generate creative options.
You will have the skills to avoid entrenched, emotional, ineffective, and ultimately losing positions.
You will know how to influence anybody given your communication skills will be significantly enhanced.