Other roles

Whatever your role, if you have direct contact with customers and suppliers then you will be influencing the outcome of the interactions.

goldengate bridge
On our programs we have had attendees from the following departments and job roles: marketing, legal, finance, HR, project management and warehouse.
 
Whatever your role, if you have direct contact with customers and suppliers then you will be influencing the outcome of the interactions. Many people do not negotiate directly with suppliers or clients, but they have teams that work for them with whom they are negotiating daily. You probably don’t have to look too far to find that you negotiate more than you think. Here is a comment from a recent attendee on one of our programs: 'I came into the workshop not really bothered about negotiation, or seeing how I could apply it all. Now I want to negotiate everything and have taken away skills to be used in personal and professional situations. I’m not actually sure I’ve ever been to a workshop where I felt like I was making such a constant learning.’ 

Behavioural Skills


These programs are designed for those in your organisation who are directly involved in negotiations. They deal with the psychology involved, the art of influence, and the understanding of power. Delegates learn how to prepare for any type of negotiation and how to carry out those plans effectively. These programs are 1, 2 or 2 . 5 days in length.
 
By attending this program, you will have the opportunity to improve your skills in the following areas:

 

  • Understand the principles of successful negotiation
  • Learn how their behaviours impact the outcome of a negotiation
  • Learn how to plan and prepare for any type of negotiation
  • Learn how to effectively manage team roles in negotiation
  • Learn how power determines options within negotiation
  • Understand how the buyer approaches negotiation
  • Learn how to influence the perception of power
  • Learn how to take control in negotiation
  • Understand the psychology involved in negotiation
  • Learn how to develop trust appropriately
  • Learn to maximise every opportunity for profit.

Strategic Planning Skills


Whilst these programs may also be attended by those who conduct the negotiation, they are primarily designed for those who set the strategy.
 
One of the most common problems that we see is where strategies for important negotiations are not thorough enough. If you have a price increase coming up, for example, you need to ensure that it is successfully implemented across your customer base. This will be determined by the effectiveness of the strategy;
 
Where does the balance of power lie?
Does everyone in your organisation know their role in this negotiation? What is your opening position?
What happens when they reject it?
What if they make threats?
How empowered should your teams be?
What happens post-negotiation? These are just some of the considerations for your strategy.
 
This program is either 1 or 2 days in length.
 
By attending this program, you will have the opportunity to improve your skills in the following areas:
  • understand how to assess the balance of power

  • learn the 8 steps of negotiation
  • understand the implications of collaborative approach
  • learn how to build a successful team
  • learn to plan for every contingency
  • earn how to use power professionally

  • fantastic course,.. my mind is now racing not just about my negotiations but also how it changes my leadership of the team. thanks again.
    procurement director, global retailer

  • this course has been way beyond value – its been engaging from the outset & left me keen, confident & knowledgeable – thank you!
    category buying manager – global retailer

  • Unlike other courses which focus on the theory, we really got a chance to practice the actual…. really useful and incomparable.
    director –
    media

  • Well run, balanced, high-paced to maintain the pressure. learning points really well made.
    manager
    major consultancy organisation

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