Module 1: Overview – The Keyhole Model

• Context setting
• Definition of negotiation
• Mapping our negotiation strategy
• The negotiation process

Module 2: Being effective in Customer-Centered Negotiation

• Applying learning in negotiating with different people
• What people say and do and what is important to them
• What we do more of when negotiating with others
• Revealing our blind spots

Module 3: Key Pillars in Communication

• Discovery questioning
• 6 types of questioning
• 3 techniques in discovery questioning
• Active listening
• 6 techniques in active listening

Module 4: Planning for Negotiation

• 3 key objectives
• 5 critical information
• Variables
• 5 power factors
• Trading plan

• Enable you to apply and sustain your learning to a point of forming winning habits.
• You will have the ability to create the greatest positive impact at every given opportunity when facing any negotiation every time.