BACKGROUND

This course is a practical and interactive programme, which has been designed to provide participants with the skills to plan and manage negotiations, to structure their approach to negotiating and ultimately to achieve a winning formula when managing professional proposals.

Participants will learn how to effectively control the negotiation process. The course will cultivate negotiating skills within the group, empowering the negotiators to conduct strategic negotiations for the advancement of sales. This innovative programme provides an ideal opportunity to augment existing skills and formulate new ideas.

Entry Requirement:Participants must hold a Level 5 Certificate, Leaving Certificate or equivalent qualifications and/or relevant life and work experience.

PROGRAMME AIMS & OBJECTIVES

AIM:

The programme aims to utilize participants existing knowledge and skills and build on them. Participants who successfully complete this course will be able to use the skills, knowledge and attitudes they acquire to be successful during challenging and pressurized negotiations.

OBJECTIVE:

On completion of the programme, participants will be able to:

• Enhance their creative capabilities
• Handling pressurized situations
• Planning and prioritizing your objectives
• Strategic preparation
• Identifying your boundaries
• Submitting your proposal
• Negotiation Techniques
• Identifying and handling difficult behaviors

PROGRAMME CONTENT

Unit 1 – PREPARING FOR NEGOTIATION

• Strategic account planning
• Preparing an effective negotiation strategy
• Classifying your customer behavior
• Anticipating issues and objections  
• Action plan for resolving sales barriers
• Identifying your desired outcome and your bottom line

Unit 2 – CONDCUTING THE NEGOTIATION

• Addressing the substantive needs
• Flexibility
• Listening and Reacting
• Maintaining the control
• Reaching your desired outcomes  

Unit 3 – NEGOTIATION APPROACH

• Importance enthusiasm and confidence
• Monitoring customer reactions
• Overcoming objections
• Examining your demeanour 

Unit 4 – DEVELOPING CONSENSUS

• Successful summarizing
• Making concessions at the right time
• Gaining commitment
• Leaving the door open

Unit 5 – DEALING WITH OBJECTIONS

• The art of listening and questioning
• Making Q&A’s
• Responding with clarities

PROGRAMME MANUAL

This programme includes a highly comprehensive manual, which continues to be an excellent referencing source after the Programme.

FETAC CERTIFICATION

This course is certified by FETAC (Further Education and Training Awards Council). FETAC gives people the opportunity to gain recognition for learning in training centres, in the workplace and in the community. FETAC Qualifications enable participants to progress both educational and professionally, fort further information please view our website:

www.Paramounthr.ie

The FETAC Assessment periods are January, May, August and November. FETAC issue certificates within approximately 2 months of each assessment period.

FETAC ASSESSMENT

Participants who wish to achieve a FETAC Component Certificate must complete one assignment (25%) and a Skills Demonstration (75%).

Assignment

Compile report, based on the participant’s research providing an a clear indication of the learners understanding of the theory and their ability to understand its practical application referencing the main characteristics of each class of customer behaviour, and identifying the various tactics for dealing with them and specifying the methods of retaining control of the sales call. This will be provided too you on the second day of the programme. It must be submitted within 2 weeks. (25%)

Skills Demonstration

In one (15 – 20 minute) skills demonstrations, learners will show have an opportunity to be assessed on their selling skills, handling the objections and closing the sale. This will be recorded. This will be provided too you on the first day of the programme. It must be assessed on Week 3 of the programme. (75%)

GRADING

• Pass 50 - 64%
• Merit 65 - 79%
• Distinction 80 - 100%