Business Handshake

Find a Way to Say YES!


This two day workshop is focused on setting in place principles for the development of robust negotiation skills. it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving. This fun high energy two day customer excellence program combines the best in corporate training with the best in personal motivation. The program focuses not only on the people but also on the skills set agents need to connect better with customers and provide an exceptional customer experience. Participants learn that by empathizing, taking ownership of customer’s issues, and using customer centric strategies to solve business challenges they will create customer loyalty and build customer centric bridges.

Workshop Objectives

By the end of this training course participants will be able to:

- Define negotiation and Identify steps for proper negotiation preparation
- How to negotiate effectively with different personality styles 
- Define principled negotiation and identify the four steps in the negotiation process.
- Learn bargaining techniques and strategies of inventing options for mutual gain and move

  negotiations from bargaining to closing.

Target audience:
All Sales Professionals 

Course Outline

Module 1 : Introduction to negotiation
 Identify the qualities of successful and unsuccessful negotiators
 Define negotiation and provide examples of when you have negotiated in and outside work
 Identify a negotiation situation you will practice during class

Module 2: Personality types
 Explain the benefits of knowing personality styles
 Explain the behaviors as well as the strengths/weaknesses of each personality style
 Identify your own personality style.
 Identify how to work more effectively with each personality style while negotiating.

Module 3: Personality types
 Explain how to choose a negotiation strategy based on relationship and results
 Define positional bargaining.
 Identify the differences between " Soft" and " Hard" negotiating.
 Define principled negotiation.
 Identify the four steps in the negotiation process

Module 4: Preparing for negotiation
 Identify fears and " hot buttons " as well as strategies to overcome them.
 Identify areas to research on your side and on  your opponent's side.
 Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
 Skill practice: Prepare for your personal negotiation situation.

Module 5: Opening the negotiation
 Explain how to create a positive first impression.
 Explain the importance of "small talk" and finding common ground in negotiation.
 Explain how setting ground rules can influence a negotiation
 Identify important negotiation ground rules.


Module 6: Exchange information and bargain
 Explain how to initially exchange information
 Identify contingency plans for unfavorable situations.
 Explain bargaining techniques
 Explain strategies for inventing options for mutual gain.

Module 7: Handle opposition
 Explain strategies to bring your opponent from NO to YES
 Identify strategies to deal with negative emotions.

Module 8: Close the negotiation
 Explain how to move from bargaining to closing.
 Explain the closing process.
 Practice your personal negotiation situation and get feedback from other participants

Live Workshop: 2 Days (Recommended) or 1Day (Compact)

2 Days (Recommended)

8 pax & above = SGD316/pax

4-7 pax = SGD456/pax

1 Day Compact Workshop

8 pax & above = SGD158/pax

4-7 pax = SGD228/pax

Virtual Classroom:

Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett) 

(Max 15 participants)

Compact:    8 Hours X 1 Day/  2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)

(Max 15 participants)

Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)