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Negotiating and Influencing skills

Negotiating and Influencing skills

@ Edinburgh Chamber of Commerce 40 George Street EDINBURGH Midlothian EH2 2LE

4th February, 2020 09:30-16:30 Training 195.00-250.00
This course is designed to provide you with the essential techniques and strategies to understand how negotiating fits into a) the sales process, and b) the staff management/leadership process, and how to plan for and conclude your negotiations.

The course will cover the following key negotiating tools and techniques, including:

- The most effective response to the question “could you do it cheaper?”
- Understanding the game of negotiation and deciding how you want to play
- Negotiation styles and personal preparation
- The three stages of negotiation
- The importance of win:win
- Trading and closing the deal
- The psychology of influence: motivating other people
Who should attend?
This Course is For You If…

- You are an owner/manager with a great product/service, but lack the skills or confidence to - -negotiate with customers and suppliers,
- You find yourself discounting on price just to close a deal,
- Negotiating is a part of your role and you’ve had little or no training in how to do it.
- You need to influence others as part of a leadership role
- You are in a partnership, project group or other setting (such as campaigning or negotiating) and require to influence other people
Learning outcomes:
- Secure collaborative win-win results.
- Use the most appropriate strategies and tactics for effective negotiation.
- Understand and demonstrate how to create value in your proposals that don’t only focus on price.
- Be able to calmly work through client objections.
- Prepare and plan for the best possible results.
- Recognise when and how to close the deal.
- Develop the skills and confidence to use your influence, improving your skills in influencing, communicating and negotiating.
- It will help you understand what makes people tick, how to work more effectively with people, and how to develop a convincing personal style
Course Director:
Bryan Leslie is an experienced Leadership and Sales Development Trainer, Coach and Consultant. Bryan designs and delivers training courses for the Edinburgh Chamber of Commerce, is an accredited coach and trainer, and qualified in DISC personality and PIAV personal motivator profiling.

His main areas of expertise are:

- Building confidence to take the action that is needed to grow and develop your business
- Growing leadership and management skills throughout organisations
- Facilitating behavioural change through high impact training
- Project and programme management
- Developing high performance teams

Business Comment

Business Comment is the Edinburgh Chamber of Commerce’s bi-monthly magazine. It provides insight on Edinburgh’s vibrant business community, with features on the city’s key sectors, interviews with leading figures and news on new business developments in the capital.
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