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Homepage › Sales and Marketing Courses › Sales Courses › Sales Skills Courses

Negotiation Skills

in Structured Training Limited (England)

Classes Course

Place:

Stratford-Upon-Avon

Price:

£800 + VAT Special offers 

Duration:

2 Days

Start:

09/12/2008 calendar
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Course objectives:

This course covers the key skills to manage successful negotiations.

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Course details

Type Course Duration 2 Days
Method / place Contact course provider Inhouse / Classes in Stratford-Upon-Avon where
Suitability Experienced sales executives and account managers who wish to prepare and execute a total negotiating plan in order to obtain the very best sales outcome through the different phases of negotiation.
Course objectives This course covers the key skills to manage successful negotiations.
Price £800 + VAT
Special offer + Price details
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Course programme

Negotiation Skills
After attending this programme, participants will have the ability to:

  • Clearly understand what makes a good negotiator by defining the key differences between selling and ethical negotiation through setting out and identifying key objectives
  • Manage the negotiation process through its different phases in order to achieve a mutually beneficial conclusion by understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with
  • Construct a total negotiation overview to determine personal position, the customer's core competences, corporate strengths and weaknesses, and your competitive differentiation
  • Identify customer's negotiation behaviours, objectives, motives and tactics in order to maximise their position and maintain a good ongoing relationship
  • Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties
  • Negotiate within a preferred supplier framework. To consider the possible strategies and tactics available and determine how and when they are best introduced
  • Prepare and design a total negotiating plan, including performance objectives, for implementation on return from the programme. 

    The Difference Between Selling And Negotiating
    Understanding the selling, closing and negotiation processes 
    What makes a good negotiator?
    When selling stops and negotiation begins

    Negotiation Styles
    Identifying your personal negotiation style
    Adapting your style to the situation
    Adversarial versus Principled Negotiating

    The Principles Of Negotiation
    Understanding the five styles of negotiation
    Establishing the real decision-making and decision influencing processes
    Developing a Win/Win philosophy

    A Structured Approach To Negotiation
    Preparing your strategy and defining your objectives
    Using an agenda to maintain controlEstablishing your walk away position

    The Skills Of Negotiating
    Questioning and listening for maximum advantage
    Utilising high value low cost variables
    Agreeing what you’ve agreed and implementation

    Troubleshooting
    Handling unreasonable demands and last minute changes
    Using time effectively in negotiations
    Understanding the use of variables, gambits and tactics

    The Complete Negotiator
    Practicing your negotiation skills
    Using feedback to improve your performance
    Developing an individual action plan for implementation back in the workplace
    • see the full course programme

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    Venues and dates



    Where Stratford-Upon-Avon, Prospero Barn, The Green, Snitterfield
    When Start: 09/12/2008 Finish: 10/12/2008 See calendar
     
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    On Structured Training Limited

    Provider description
    Structured Training for the last 30-plus years have concentrated on providing effective, practical and quality training solutions and consultancy in the areas of sales, leadership and management.  Our solutions are delivered on an 
    in-company, open course and e-learning basis.  We have our own offices and training facilities at Prospero Barn, Stratford-upon-Avon, which are available for use by our customers.
    Course provider history
    Structured Training, based in Stratford-upon-Avon, has more than 30 years experience of providing highly effective consultancy and training solutions.  Between in-company, open courses and e-learning we train more than 2,500 participants per year.  70% of those emanate from existing customers, attesting to the high levels of customer service and satisfaction delivered.

    Originally the training arm of the Institute of Sales & Marketing Management, the company has gone from strength to strength since a management buy out in 1993.  Since it first started, Structured Training has made a profit every year.

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