Negotiation Skills

Overview

Understanding both sides of the negotiation process is key to a successful outcome. This course takes delegates through the fundamentals and negotiation tactics and develops skills for positive resolution.

Who should attend

New or experienced sales executives who understand the importance of developing effective negotiating skills and wish to develop and practice these skills in a training environment.

Course objectives

By the end of this highly practical course, you will be able to:

> Develop all the skills and techniques essential to prepare and handle media client negotiations

> Benefit from raised confidence levels and prepare a tactical approach

> Put the theory into action and to experience both sides of the table, as the buyer and the salesperson, through a series of role plays

Course content

What is Negotiation?

> Negotiation as part of the sales process

> Principles of negotiation

Preparing to Negotiate

> What does the client want?

> What do we want?

> What is your bargaining range?

> Costing, valuing your variables

> Things to consider

Structuring the Negotiation

> The structure of a successful negotiation

> Setting the goalposts

> Tactics

> How do we place value?

> Tactics used by clients

Moving the Negotiation Forward

> Keeping control of the process

> Gaining agreement and follow on