Negotiation Skills

Overview

Master the art of negotiation in a large range of situations. Learn techniques and tools that will enable you to negotiate the best possible terms while maintaining margins and increasing

customer satisfaction.

Who should attend

Experienced sales and commercial people, key account managers and business development managers. A clear understanding of the fundamentals of negotiation and at least one year- experience in a sales environment is required to attend this workshop.

Course objectives

By the end of this highly interactive workshop you will be able to:

> Understand and master the essential tools and techniques of negotiation

> Build the confidence needed to conduct difficult negotiations successfully

> Understand how to achieve win-win outcomes

> Adopt appropriate negotiation tactics and techniques depending on the situation

> Recognise and avoid traps set by professional buyers

Course content

Know Yourself Better as a Negotiator

> Identifying the skills of a good negotiator

> Identifying your personal style

> What is negotiation all about?

> Isolating the factors of success in any negotiation

Plan and Organise the Negotiation

> Identifying potential sticking points

> Setting the framework of the negotiation

> Sorting out the best and worst outcomes

Conduct Difficult Negotiations

> Dealing with key accounts

> Protecting your margins

> Giving and getting concessions: impact on profitability

> Analysing impact of discounts and rebates

> Dealing with professional buyers

> Handling objections and influencing positive outcomes

> Interpreting and managing the buyer- signals and tactics

> Tackling competitors- offers

Close Win-Win Negotiations

> Using silences to win

> Communicating convincing value propositions

> Getting commitments and achieving win-win outcomes

Training Method

Participants will take part in demanding roleplays to apply techniques learnt and consolidate their understanding.