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Negotiation
Skills
Course Aim:
The purpose of the programme is
to give delegates a clear understanding
of the negotiating process and how to negotiate
more profitable sales.
The programme is suitable for people
who need to be able to negotiate on behalf
of their organisation and is designed to
give delegates more confidence when negotiating.
Course Objectives:
Course delegates in the "Win-Win
Negotiations for Salespeople"
will be able to:
- Explain and demonstrate what is
meant by negotiation.
- Plan and prepare for a negotiation.
- Describe and display the stages
of the negotiation process.
- List tactics and behaviours used
during negotiation.
- Demonstrate their ability to negotiate.
- Maximize effectiveness in strategic,
tactical, telephone and face-to-face
sales negotiation situations.
- Effectively negotiate from the perspective
of long-term value over lowest price.
- Effectively handle customer relationships
to maintain collaborative connections
during and after difficult negotiations.
- Understand their value, price their
value, sell their value and negotiate
terms and conditions in order to leave
less money on the table.
- Build customer relationships by
creating outcomes to benefit all parties
in a negotiation situation (Building
Deal Bundles).
- Eliminate conflict and deadlocks
during negotiations (5 phases).
- Change the focus from negotiation
tactics to planning and strategy while
reinforcing key corporate values.
- Focus on interests and issues instead
of taking dangerous positions.
- Realize that customers are most
interested in their own profitability,
and how to use that information to effect
negotiation outcomes.
Course content includes:
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What
negotiation is and why it is important.