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ISM Endorsed Certified Master Negotiator

ISM Endorsed Certified Master Negotiator

Why Attend

Negotiators tend to concede too much, and focus on price and not enough on exchanging services other than price. The course focuses on these problems and the practical skills and techniques necessary to achieve win/win agreements. Participants will learn to identify, select, and execute various tactics and to respond to adversarial tactics.

It is an engaging workshop that equips negotiators and sales professionals to find and prove the value of their offering and resolve difficult negotiating challenges in a collaborative manner. The course will also provide you with a set of tools to handle the most demanding negotiation like a master. By working on a carefully chosen array of cases you will learn how to enhance your analytical skills and build your intuition, both of which are prerequisites for successful negotiations. 

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Course Methodology

The course uses a mix of interactive techniques, such as brief presentations by the consultant and the participants, role plays (rehearsed and impromptu), self-assessment questionnaires, relevant videos, and multiple simulation games.

Course Objectives

By the end of the course, participants will be able to:

  • Assess their own negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
  • Identify areas of weakness in understanding to prepare a good negotiation plan.
  • Master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
  • Use a variety of skills necessary to conduct successful negotiations
  • Apply the concessions management process with minimum loss while preserving good relationship with the counter party. 
Target Audience

Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization.

Target Competencies
  • Handling rejection
  • Gaining commitment
  • Negotiation tactics
  • Negotiation planning
  • Concession management
  • Problem solving 
Course Outline
  • What Negotiation Is Really All About
    • The many faces of a negotiation
    • Some negotiation philosophies
    • The urge for being a good negotiator
    • Persuasion versus negotiation
    • Self-assessment: The “Negotiating Style Profile”
  • Setting the Stage: Pre-negotiation Preparation    
    • Understanding your own personal strengths and weaknesses
    • Developing your emotional intelligence
    • Characteristics of a good negotiator
    • The five stages of the negotiation process
    • Barriers to effective negotiation
    • Team negotiation: when to use a team 
    • Exercise: How to negotiate effectively (work template)
  • Mastering commercial negotiation  
    • Selling versus negotiating
    • The 7 milestones of the sales process
    • Identifying the different buyer's roles
    • The "Buyer's Decision Process
    • Strategies for the phases of the buyer's decision process
      • Strategies for the "Recognition of Needs" phase
      • Strategies for the "Evaluation of Options" phase 
      • Strategies for the "Resolution of Concerns" phase 
    • The SPIN selling model 
      • Situation questions
      • Problem/Opportunity questions
      • Implication questions
      • Need-payoff questions
    • Simulation game: the "war room"
  • Negotiation Tools for Success
    • Creativity and problem solving techniques
      • The importance of creativity in negotiation
      • Creativity tools
      • Creativity: self-assessment instrument 
    • Decision making techniques
    • Communication skills:
      • Active listening skills
      • The outcomes of asking questions
      • The art of asking questions
    • Conflict management styles
    • Workshop: Breaking the negotiation impasse using creativity
  • Concession Management, Tactics and counter-measures
    • Different levels of negotiation rules
    • Preparing “The Envelope of Negotiation”
    • Mastering the “Rule of Halves”
    • Setting a concession-making timeline
    • Sorting negotiable issues and creating alternatives
    • The most common negotiating mistakes
    • Advanced negotiation tactics
    • Simulation game: one-to-one negotiation using a grade point average 
Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

*ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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Meirc Professional Certificate (MPC)

MPC certified courses by Meirc Training & Consulting are designed for those willing to challenge themselves and go the extra distance. Participants who fully attend an MPC course and successfully complete the test on the last day, will receive a Meirc Professional Certificate (MPC), in addition to the one they receive for full attendance. MPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

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