Negotiating Skills

This one-day course will show that negotiating skills are different from sales skills. They are of primary importance for sales people in the final stages of the sales process, but at the same time they are invoked daily by individuals at all levels in an organisation that are involved in both internal and external discussions. From simple extensions of a project plan to company-level commercial agreements, negotiation is a major factor in bottom-line profitability. From a personal point of view the ability to negotiate is the most financially productive skill that an individual can possess.

Course Outline

Introduction

• What is negotiation?
• Alternatives to negotiation
• All methods have a role to play
• When is it appropriate to negotiate?

The 4 Phases of Negotiation

• How to prepare
• How to debate
• How to propose
• Bargaining