Take Control

And Become a Master Negotiator

Want to increase your sales without sacrificing your margins? Negotiating contract terms and deadlines? Just imagine what the impact would be on your net profit if your average gross profit increased by just 1, 2 or 3 percent! What if there was a way to do this?

With STAR Negotiator there is. This programme comes loaded with 34 negotiation tactics, including buyer tactics - how to identify them and how to counter them. Learn the 7 Laws of Negotiation, the process used by hostage negotiators and how we can adapt this to commercial negotiations. Discover principles around the different types of negotiators, how to negotiate in groups and much, much more. STAR Negotiator is your key to improving profitability even in competitive situations.
Watch Intro Video

Video

Overview

  • Rationale

    The ability to negotiate is a crucial business skill. Mere minutes or even seconds of negotiation can make, save, or lose us thousands - even millions of dollars. A modest 2 percent increase in average margin can significantly increase our net profit.

  • Problem

    Our margins are under attack! Customers attack it and competitors threaten it with crazy pricing. Economic and competitive pressures result in ongoing negotiations between buyers and suppliers in an effort to contain costs, or retain profit. This programme is designed to assist managers and salespeople to improve profit outcomes from daily negotiations and major deals.

  • Developed by Experts

    This course was written by multi million dollar negotiators. They have been used to advise salespeople, employers, and procurement teams to win major deals, and have also been contracted to achieve favourable negotiation outcomes on behalf of clients in New Zealand, Australia, South East Asia, and North America. Through this programme they now pass their secrets on to you to negotiate better deals.

Expected Outcomes

Learners will while completing this course:

  • Understand the 7 Laws Of Negotiation

  • Understand how to plan and structure negotiations

  • Understand 34 negotiation tactics and counter tactics including;

  • Understanding of procurement tactics - how to identify and counter these

  • Improve sales margins in competitive environments

  • Negotiate better non-price related outcomes such as deadlines, volumes, terms of trade, and so forth

Course curriculum

  • 1

    Introduction

    • Welcome!

    • 1. STAR Negotiator Intro Video

    • Introduction Quiz

    • Star Negotiator Workbook

  • 2

    The 7 Laws of Negotiation

    • The Laws of Negotiation

    • 2. Laws 1 & 2 Video

    • Laws 1 & 2 Quiz

    • 3. Law 3 Video

    • Law 3 Quiz

    • 4. Laws 4, 5, 6 & 7 Video

    • Laws 4, 5, 6 and 7 Quiz
  • 3

    When to Negotiate

    • When and Why to Negotiate

    • 5. When to Negotiate Video

    • When to Negotiate Quiz
  • 4

    Types of Negotiation

    • Types of Negotiation

    • 6. Types of Negotiation Video

    • Types of Negotiation Quiz
  • 5

    Styles of Negotiation

    • Styles of Negotiation

    • 7. Styles of Negotiation Video

    • Styles of Negotiation Quiz
  • 6

    Negotiating With Different Behavioural Styles

    • Negotiating with Different Behavioural Styles

    • 8. Negotiating With Different Behavioural Styles (Part 1) Video

    • Negotiating with Different Behaviour Styles (Part 1) Quiz

    • 9. Negotiating With Different Behavioural Styles (Part 2) Video

    • Negotiating with Different Behavioural Styles (Part 2) Quiz
  • 7

    Know Your Bottom Line

    • Know Your Bottom Line

    • 10. Know Your Bottom Line Video

    • Know Your Bottom Line Quiz
  • 8

    Lessons from Hostage Negotiation

    • Hostage Negotiation

    • 11. Lessons from Hostage Negotiation Video

    • Hostage Negotiation Quiz
  • 9

    The Negotiation Framework

    • The Negotiation Framework

    • 12. The Negotiation Framework Video

    • The Negotiation Framework Quiz
  • 10

    How to Offer Concessions

    • How to Offer Concessions

    • 13. How to Offer Concessions Video

    • How to Offer Concessions Quiz
  • 11

    Negotiating in Groups

    • Negotiating in Groups

    • 14. Negotiating in Groups Video

    • Negotiating in Groups Quiz
  • 12

    Power in Negotiations

    • Power in Negotiations

    • 15. Principles of Power Video

    • Principles of Power Quiz

    • 16. Concepts of Power Video

    • Concepts of Power Quiz
  • 13

    Opening Tactics

    • Opening Tactics

    • 17. Opening Tactics (Part 1) Video

    • Opening Tactics (Part 1) Quiz

    • 18. Opening Tactics (Part 2) Video

    • Opening Tactics (Part 2) Quiz

    • 19. Opening Tactics (Part 3) Video

    • Opening Tactics (Part 3) Quiz

    • 20. Opening Tactics (Part 4) Video

    • Opening Tactics (Part 4) Quiz

    • 21. Opening Tactics (Part 5) Video

    • Opening Tactics (Part 5) Quiz
  • 14

    Middle Tactics

    • Middle Tactics

    • 22. Middle Tactics (Part 1) Video

    • Middle Tactics (Part 1) Quiz

    • 23. Middle Tactics (Part 2) Video

    • Middle Tactics (Part 2) Quiz

    • 24. Middle Tactics (Part 3) Video

    • Middle Tactics (Part 3) Quiz
  • 15

    Deal Busters

    • Deal Busters

    • 25. Deal Busters (Part 1) Video

    • Deal Busters (Part 1) Quiz

    • 26. Deal Busters (Part 2) Video

    • Deal Busters (Part 2) Quiz
  • 16

    End Tactics

    • End Tactics

    • 27. End Tactics (Part 1) Video

    • End Tactics (Part 1) Quiz

    • 28. End Tactics (Part 2) Video

    • End Tactics (Part 2) Quiz
  • 17

    How to Negotiate Price

    • How to Negotiate Price

    • 29. How To Negotiate Price Video

    • How to Negotiate Price Quiz