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Negotiation Skills – Training Course Outline

www.makingbusinessmatter.co.uk

• The demand on a supplier's sales & marketing teams to achieve profitable growth has never been greater in the demanding world of UK Grocery Retailing. The bottom line is always under threat. This CPD accredited Negotiation Skills Training Course goes beyond basic negotiation skills. It focuses on helping Learners to improve their confidence, achieve win:win outcomes, and build long term mutually profitable relationships.

• This training course is 5 separate 'classroom days', over 6 months, with individual coaching sessions, and support in between training days. This training course has been designed to make the learning stick using our unique training method Sticky Learning and including our ROI guarantee.

• Built and refined over a decade, this unique training is designed specifically to meet the specific and challenging demands of sales & marketing teams of suppliers to the big four UK supermarkets. This training course changes the way Learners think about negotiation, their approach, and the supermarkets, to feel more equal.

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Learning Goals for Negotiation Skills Training

• To increase the company's profit.• To achieve win-win outcomes more often

than the Learner currently does.• To greatly improve the Learner's confidence

when negotiating.

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Negotiation Skills – Training Course Outline

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Learning Objectives

By the end of this Negotiation Skills training course the Learner will be able to:• Understand their strengths & weaknesses and how to reduce their weaknesses and improve their strengths.• Recognise a good & bad negotiation and be able to thoroughly explain why

it was good or bad.• Prepare for every negotiation using a structured approach.• Identify which stage of the negotiation they are in, at anytime during a

negotiation.• Have improved confidence when negotiating.• Use a variety of tools to reduce deadlock, solve problems, and get their

points across more effectively.Unsure if you need Negotiation Skills training? Download our competency framework to identify your current level of Negotiation Skill.

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Negotiation Skills – Training Course Outline

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These 5 days, over 6 months, will help the Learner to save/increase their profitability, achieve more win-win outcomes and improve their confidence. The main topics are:

• Refresh on ‘Learning To Learn’.• The map that makes a negotiation.• How to manage conflict.• Building confidence.• Handling deadlock.• Email and phone negotiations.• An effective negotiator.• Negotiation signals.• People roles in a negotiation.

8 Methods of Resolving Conflict - Do you know your options ?

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Negotiation Skills – Training Course Outline

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Ideal Learners

For everyone negotiates, yet the investment in this negotiation training course means that this is ideal for Account Managers, Category Managers, and some Marketers because of their accountability for high sales values. Live negotiations with case studies are an essential part of this programme so it is not for the faint hearted.

Negotiation Skills Course - Testimonials

"Top Gun (Negotiation Skills) challenged me to examine my existing negotiation belief and turned it on its head. I am now prepared, confident and listen going into a negotiation. I now honestly belief in win/win and am thrilled to have been given the opportunity to do the course.", by Emma Keating, Account Manager, O'Brien Fine Foods.

For more testimonials visit written testimonials or video testimonials.

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Negotiation Skills – Training Course Outline

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Making the Learning Stick

• Hopefully the term ‘Sticky Learning’ has intrigued you, whilst you probably guessed a sense of what it is about.

• In short Sticky Learning is our own unique method that we have developed to help Learners Realise more of what they have learnt, be able to Recall more of what they have learnt, and Retain more of what they have learnt. In 2016 we further upgraded this unique training method to include habits formation as a big part of helping Learners to use more of what they have learnt.

• This is good for our clients because it means that the money they spend with us is better invested than with other training providers because the learning is used for longer.

www.makingbusinessmatter.co.uk

Negotiation Skills – Training Course Outline

The Training Course Duration

At MBM we no longer offer 1 day courses due to their limited effect.

Our Sticky Learning unique training method enables Learners to learn more, learn more quickly, and learn more easily. Sticky Learning is a key part of the 6 month training course consisting of pre-work, Learning To Learn 1/2 day training course, a Foundation 2 day training course, and an Advanced 2 day training course (6 months after the Foundation training course).

In between the Foundation training course and the Advanced training course, the Learner will be challenged to complete 'Sticky Pieces', which appeals to the 70:20:10 learning model. These are desk based activities that help the Learner to change their behaviour long term by identifying a habit that they wish to adopt to embed the new skill.

The Learner is also given:

• Access to our skill specific and learning objective specific 'Knowledge Vault'.• A free book - 'Bare Knuckle Negotiation’• Email and telephone support support throughout the 6 month training course.• An option to bolt on 'Individual Coaching' to support the Learner further.• An option to bolt on a 1/2 day 'Annual Refresh' to further enhance the learning in the future.

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Negotiation Skills – Training Course Outline

8www.makingbusinessmatter.co.uk

Negotiation Skills – Training Course Outline

Training World Class Tutors

Your tutors for the Negotiation Skills training course are Darren A. Smith and John King.

Darren has had a career of two halves; 12 years as a Category Manager at one of the big four UK supermarkets and then 12 years managing as the founder of Making Business Matter. He describes his training style as determined, fun and about your individuality, i.e. There is not 'one size fits all'.

John King has worked for one of the big four UK supermarkets for over 20 years as both a buyer and a trainer. He describes his style as relaxed and wanting to get to the very heart of what matters.

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Learners Per Training Course

• 8 to 12 Learners because this drives enough discussion between the Learners to explore the skill well, whilst not too many that any one Learner gets 'lost' in the debate.

Costs for Negotiation Skills Training Courses

• £350 per Learner per day.• The total cost for up to 12 Learners for the training course of 5 days (Spread across 6

months), including individual coaching, sticky pieces, and the 5 level evaluation 'Chain of Evidence', is £29,400, plus vat.

• Either held on-site at the client's premises, or an off-site venue can booked, and charged back to the client.

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Negotiation Skills – Training Course Outline

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Measuring Return on Investment

There are many evaluation methods for training, each trying to find the holy grail of return on investment. We use Donald Kirkpatrick’s four level training evaluation model as a base because it has stood the test of time, since 1953.

– Level 1: Reaction: How did the learners react to the training?– Level 2: Learning: How much learning did the learners get?– Level 3: Behaviour: How much have the learners used the learning?– Level 4: Results: How much effect did the learner's learning have on performance? Few training

providers measure the return on investment beyond the level 1 reaction.

Few training providers measure the return on investment beyond the level 1 reaction. We have added one further level:

– Level 5: Sponsor: How much did we achieve the sponsors objectives?

Read more about our 5 level evaluation tool and see an example report - 'Chain of Evidence'.

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Negotiation Skills – Training Course Outline

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Learning Needs to be Intriguing

To this end of 'Learning needs to be intriguing' we name each one of our training courses after a relevant film and we'll make reference to this on the course.

For our Negotiation Skills training course we chose ‘Top Gun' because negotiating can be competitive and it reminds us not to take ourselves so seriously that we cannot learn.

This film from 1986, rated PG, stars Tom Cruise who plays a Lieutenant who is given the chance to train at the best Naval Flying School.

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Negotiation Skills – Training Course Outline

What do we do?

A typical People Development programme with a supplier to the big four UK supermarkets consists of a combination of the items that helps suppliers to achieve their business objectives.

Try our popularCategory Management

Academy

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Where next?

• Say ‘No’ to one day training courses.

• Start 'small' with a 1/2 day Masterclass for up to 12 people - There are 5 to choose from for only £750+vat.

• Negotiation Skills Training Course.

• Making Business Matter,Sticky Learning House5 Cheshire RoadThame,OXFORDSHIRE,OX9 3LQ

• Telephone: 0333 247 2012• Email: helpme@makingbusinessmatter.co.uk

www.makingbusinessmatter.co.uk