Who might be interested in this coaching programme?
Sales/business manager who have ongoing relationships with customers or business partners, salespeople who are responsible for managing key accounts or a customer portfolio which is relevant to the corporate mission.
- Encourage the acquisition/strengthening of skills related to effective communication, with a focus on sales negotiations:
- Learning techniques to practice conscious listening;
- Learning to formulate questions aimed at gathering information in the most diverse contexts;
- Improve the management of feedback aimed at improving your own and colleagues’ performance;
- Define and managing objectives;
- Promoting the acquisition/strengthening of skills related to the negotiation processes;
- Acquisition of skills typical of cooperative negotiation, aimed at generating long-term relationships.
Co-designing and coaching method
- An effective coaching program is co-designed: the coach, HR people and the management design together contents and teaching method that can generate the desired learning results.
- People attending the coaching program will benefit from a variety of tools: exercises, videos, role plays, discussions (also online) will help to identify behaviours and actions that allow them to achieve the desired goals.
- During the study, the coach will assist participants with a forum and a discussion group: people will have the chance to discuss issues that are crucial for their job.
- Participants will also have educational material, articles, reviews of films and books that help them to expand and consolidate the knowledge acquired.
Contents and structure of the coaching programme
- The co-design of the coaching programme will involve the coach, the HR function, the management and the participants;
- Preparation of the presentation to the participants by the coach, approval by the HR function and management;
- Presentation of the programme to the participants, then introductory classroom session;
- Use of the e-learning training courses provided by the coach (details below), which contribute to building the knowledge base that supports the classroom sessions. Participants have from 2 to 4 weeks to complete each course: during this period, they can count on the assistance of the coach. The e-learning courses are the following:
- Six classroom sessions of four hours each:
- The introductory session and the two following sessions will focus on effective communication;
- The last three sessions will focus on negotiation skills (see below for the contents);
- In essence, the classroom sessions will have the task of encouraging the learning of negotiation techniques and at the same time strengthen the skills necessary to support them;
- The teaching method and learning needs of the participants could require one or more additional classroom sessions;
- Approximate duration of 6 months;
- The coach will assist the participants during the study. The assistance will be carried out via a forum and a discussion group;
- There will be moments of exchange of information between the coach, the management and the HR function, aimed at making the course more effective;
- At the end of each e-learning course and of the whole coaching programme participants, having passed the final test can download the certificate of attendance.
Contents related to negotiation skills
Negotiation and related concepts
- Negotiation as a means of settling conflicting interests
- Identify the structure of the negotiation, interests and objectives of the involved parties
- Define tactics and negotiating strategy
The role of perception
- The importance of information as a means of interpreting the structure of the negotiations
- To acquire the awareness that reality can be perceived differently by the parties involved
- Tips for looking at reality with different eyes
Negotiating keeping a specific position
- I win, you lose: negotiation as a zero-sum game
- The difference between hard and soft negotiation style: the role of power
- When you should be soft and when being inflexible would make you win
- When, to triumph, you end up losing everything
Planning the negotiations accurately
- Why the success of the negotiation lies mainly in its preparation
- Identify the negotiation phases and treat them individually, carefully planning your actions
- Analyse in detail all aspects of the negotiation so as not to neglect the key points
Restructuring the negotiation
- Give new structure to the negotiation context: leave your hard/soft position and start negotiating cooperatively
- Why it is in your interest to pay attention to the needs of your counterpart
- Learn to develop options as a means of not remaining closed in the price angle
- Tips for using the paradox to restructure the negotiation context
The “sustainable” negotiation
- What is it, why should it be designed with accuracy
- Why your desire to win can make you lose.
- Techniques for designing “sustainable” solutions