Course description
This TLSA programme is designed for sales professionals who are responsible for negotiating terms and conditions for high value sales.
Negotiating Winning Solutions equips participants with the skills to:
- Plan business negotiations
- Implement a three step negotiation process
- Achieve a winning solution for both parties.
Additionally the programme features a personal project which challenges participants to activate the content in their personal roles.
Upcoming start dates
Suitability - Who should attend?
Negotiating Winning Solutions is designed by TLSA for:
- Sales professionals who are responsible for negotiating terms and conditions for high value sales opportunities
- Business Development Managers who negotiate terms and conditions with new customers
- Sales leaders who are responsible for coaching their teams on negotiation skills.
Outcome / Qualification etc.
The aim of the programme is to equip participants with the negotiation skills and behaviours that achieve outcomes which both parties view as a ‘winning solution’.
Programme Outcomes
To deliver this aim the programme is focused on three outcomes in key areas:
1. Personal Qualities
To develop the personal skills and behaviours of a professional negotiator.
2. Defining Negotiation
To understand the timings, outcomes and structure of a negotiated solution that is seen as a win for both sides.
3. Managing the Negotiation
To develop the skills needed to implement a unique three step approach to managing negotiations that covers:
- Step 1: Establishing the Field of Play
- Step 2: Planning and Implementing Negotiation Tactics
- Step 3: Negotiating a Winning Solution.
Institute of Sales Professionals Certification
TLSA is an Institute of Sales Professionals (ISP) certified training organisation. This means our service and materials are quality assured by the UK’s leading professional body for sales and sales management.
Training Course Content
Negotiating Winning Solutions is structured in four parts:
Part 1: Pre-work Assignment
The pre-work assignment is designed to engage participants in the programme and 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.
Part 2: Negotiating Winning Solutions Workshop
The workshop is a one-day event in which participants discover the skills and behaviours of the professional negotiator.
The workshop covers:
- Pre-work review
- Defining negotiation, how timing, desired outcomes and structure are combined to create a winning solution
- Stakeholder management in the negotiation process
- Managing people and pressure: managing the way stakeholders react to pressure in the negotiation process.
- The negotiation process. A proven methodology for planning, and implementing business negotiations to achieve winning solutions:
- Establishing the ‘Field of Play’.
- Planning and implementing negotiation tactics.
- Negotiating a winning solution.
The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies.
Case Studies
The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.
The objective is to create an environment in which participants apply new learning to issues they face in their personal roles. Working in groups participants are challenged to plan and implement two role plays to test the learning:
- Field of Play: establishing the issues, positions and threats to a successful outcome for a business opportunity that has to be negotiated
- Implementing the Negotiation: utilising the negotiation tactics, skills and people management skills to achieve a winning solution.
Part 3: Activation
In the eight 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 in their personal roles
- Embed new practice and ideas as normal business activity.
Part 4: Return on Investment
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:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Reviews
Average rating 5
Delivery Options: Fees
Negotiating Winning Solutions is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
Negotiating Winning Solutions Toolbox
As participants complete the workshop they receive four negotiating tools to support them in their personal roles:
1. Field of Play Analysis
A negotiation aid to help sales professionals understand the critical issues of each negotiation. This is a tool that ensures participants establish and structure all of the information they need to plan and implement a winning solution..
2. Negotiation Tactics
Eight negotiation tactics that provides participants with guidance on how to:
- Use each tactic as a business professional
- React when the tactic is used by the other side.
3. Give-Get Negotiation 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.
4. Negotiating Winning Solutions Notes
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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The Leadership and Sales Academy Ltd
At TLSA we partner with clients to develop sales management and sales teams that deliver outstanding sales performance. Our services include consultancy, psychometric profiling, capability assessments, bespoke training solutions and our ‘Ready to Go’ programmes. ‘Ready To Go’ is a...
Really enjoyed the day. Everything was clearly explained and made relevant to the role. It was very interesting. Especially, the part on negotiation tactics. Very engaging – tha...