Negotiations and Handling Objections Masterclass Training Course in Dubai, UAE

Course overview

One may think that objection handling and negotiation skills are important only in sales, mainly to overcome price objection. But this is far too narrow perspective. We all deal with objections every day – whether we need to agree with a colleague on things to be done, get a product or service from an external contractor on time, or closing a multimillion contract. This type of interaction is a significant part of our lives, and to enhance the objection handling skills, we have to master the relevant tools, techniques, and practices at a specialized negotiation skills course.

This intensive training provides participants with all crucial knowledge, as well as topical principles and techniques required in the modern business world. This negotiation skills training is focused on the practical aspects and covers key skills, concepts, and methodologies that are needed to understand and control the process holistically. Attendees go through all stages of the negotiation process and how to cope with objections, starting from the planning phase and things that must be done before beginning to highly advanced techniques for resisting manipulation and resolving conflict. At the end of the training course, you will be able to effectively negotiate in all types of scenarios and reach your targeted results.

This course is for all professionals who want to be completely ready for all types of negotiations and those who want master the specific methods. Here are the main competencies they can get in our course:

• Identify realistic goals of both parties – the basis for strategy development
• Get a broad range of techniques and practices for different types of negotiations
• Consider the ways how to resolve conflict in negotiation
• Identify hidden objections and know how to address them without manipulation
• Work more easily under conditions of tough communication, pressure, and aggression
• Grasp all the nuances of – overcoming customer objections

Who Should Attend

• Professional Buyers
• Business Managers
• Commercial Negotiators
• Account Executives
• Contract Negotiators
• Sales Professionals and anyone involved in selling and buying negotiation processes
• Everyone who wants to negotiate better with customers, colleagues, business partners or suppliers

What will you gain

• Develop the mindset of a professional negotiator and apply it to your life
• Learn how to be prepared for negotiations and plan everything beforehand
• Be ready when typical scenarios don’t go according to plan
• Connect with the opposite negotiation party and build a relationship with them
• Improve both verbal and non-verbal skills to turn your negotiations into an art form
• Practice strategies and tactics for trading variables and concessions
• Handle different levels of objections and skillfully reveal hidden objections
• Recognize various types of manipulation and turn them in your favor
• Utilize techniques to soothe conflict if negotiations have gone wrong
• Know how to close negotiations successfully and increase the odds in your favor
• Practice proven techniques on how to deal with the most common objections like price

Course content

• Negotiation Fundamentals
  • Defining negotiation
  • When you should negotiate and when you shouldn’t
  • Negotiations in life
  • Skills to succeed at negotiation
  • Developing the right mindset for negotiation
• Planning for Negotiation
  • Research techniques for negotiation
  • Getting to know the client
  • Understanding your competition and different styles of negotiation
  • Planning the logistics, meeting times and other operational details
  • Typical Variables in Negotiation Scenarios
  • Planning your walk-away point
  • Anticipating the other side's limits and variables
• Starting the Negotiation Process Effectively
  • Techniques for building rapport
  • Identifying real objectives for both parties
  • Defining your best / worst case scenarios
  • Nonstarters in negotiation
  • Setting the stage for a win-win negotiation
• Best Practices During a Negotiation
  • The art of active listening
  • The art of asking questions and sharing information
  • Techniques for trading variables
  • Developing the art of reading body language
  • How to avoid major concessions and trade minor concessions
  • How to negotiate with multiple parties
  • How to negotiate on the phone
  • BATNA analysis
  • Teamwork in negotiation
  • Lessons from case studies of successful negotiation
• Handling Objections and Deadlocks
  • Rephrasing objections as positive signals
  • How to pre-empt deadlock situations
  • Handling unexpected deadlock situations
  • Introducing solutions to break deadlocks
  • Dealing with hidden objections
  • Preparing for genuine and valid objections
• Manipulation in Negotiations
  • Techniques and tactics of manipulative pressure; diagnosis of manipulation
  • Emotional manipulation - pressure on emotional buttons
  • Linguistic manipulation - the use of speech patterns for hidden suggestions
  • Practical training on countering manipulation
• Tough Tactics, Aggression, and Pressure in Negotiations
  • What are tough negotiations?
  • Tactics and methods of pressure on the opponent in negotiations
  • How to resist pressure tactics
• Advanced Negotiation Phase
  • Difference between concession and compromise
  • Dealing with conflict during negotiations
  • Using time to your advantage in negotiations
  • Leveraging organizational hierarchy in negotiations
  • How to know when to close or continue negotiations
• Techniques of Bargaining - How to bargain correctly, discuss prices, terms and more
  • How to bargain correctly
  • Making Offers
  • How to justify your price in advance
  • How to respond to phrases like “that's expensive” and being asked for a discount
• Closing the Negotiation
  • Ensuring contractual integrity
  • Ensuring legal accuracy of rights and responsibilities
  • Dealing with last-minute negotiation issues
  • Anticipating potential deal breakers
  • Finalizing an agreement or walking away