Profitable Negotiating
Course
In Daventry
Description
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Type
Course
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Location
Daventry
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Duration
2 Days
This practical 'hands on' course focuses on the best negotiation techniques - allowing you to cooperate rather than compete to achieve a good result for both parties in the negotiation. You'll experience the challenges from both sides of the negotiating table, learning how to plan and implement your strategy without giving away your profit. Suitable for: Although principally designed for salespeople and buyers, it is of equal benefit to anyone who has to conduct negotiations.
Important information
Documents
- Customer Information Sheet
Facilities
Location
Start date
Start date
About this course
Suitable for Salespeople and buyers with a minimum of 12 months experience.
Reviews
Teachers and trainers (5)
Anushka Stach
Trainer
BEd, NLP Master Practitioner Anushka specialises in training which focuses on personal and interpersonal communication skills. She brings her highly motivational energy and enthusiasm to a range of areas from sales and customer service to management and train the trainer programmes. Her flexible approach and breadth of experience means she is happy working in any sector.
Audrey Bryce
Trainer
Audrey is a specialist trainer in telephone techniques and customer service. With over 20 years experience in training, she has extensive experience in a variety of sectors and she started out in media. During this time Audrey has worked closely with blue chip companies and SMEs and throughout she has focused on educating students on the importance of professional training and the positive impact it can have on their future career.
Hugh Alford
Trainer
BSc Joint Hons Hugh specialises in training field selling, desk based account development by telephone, and selling through channel partners. He has designed and implemented over 400 in-company courses in industrial, service and business to business sectors. He authored TACK's Buyer’s Views of salespeople research in 1997, 2002, 2005 and 2008.
Judy Brown
Trainer
BEd, BA Judy specialises in all areas of management development, leadership and interpersonal Skills. She also runs sales courses and has delivered programmes to many multinational groups. Judy has an innovative and creative approach to training, making it fun as well as developmental.
Martin Dodds
Trainer
ACIB Martin specialises in sales management and management training as well as presentation skills and negotiation. As a qualified banker he was previously responsible for selling financial services. Martin works closely with a number of multinational companies both in the UK and internationally.
Course programme
Win the deal and keep your profit
Business need
Ever won the deal but lost the profit? Effective negotiation demands a unique combination of skills aside from your existing sales or buying skills.
High Spot
- You'll participate in a complex contract renewal negotiation - variables of price, volume, credit terms, discounts and expansion plans must all be negotiated and agreed!
Key learning points
- Apply the structure of effective negotiations - pre-plan so you know when to move to the next stage
- Manage the negotiation sequence - understand how to take up the right 'initial stance' and remain in control throughout
- Strengthen your position through intelligent questioning - obtain and use information to best effect
- Recognise the strategies and tactics used by professional buyers - use effective psychological and logical countermeasures
- Assess the impact of concessions - will the end result still be commercially viable?
- Analyse your 'strength of position' - recognise sources of power and leverage and how they are used
- Implement the skills and qualities of a successful negotiator - assess your strengths and weaknesses through role-plays and self-analysis to improve your negotiating style
Additional information
Contact person: 01494 766611
Profitable Negotiating