Negotiation Skills

Structured Training

Course

In Stratford-Upon-Avon

£ 800 + VAT

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Description

  • Type

    Course

  • Location

    Stratford-upon-avon

  • Duration

    2 Days

This course covers the key skills to manage successful negotiations. Suitable for: 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.

Facilities

Location

Start date

Stratford-Upon-Avon (Warwickshire)
Prospero Barn, The Green, Snitterfield, CV11 4RY

Start date

On request

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Subjects

  • Negotiation Skills

Course programme

In-Company Course Overview

This course is delivered as an open course.

In the competitive world we live in today, customers' needs continue to become more demanding and as very few business people negotiate effectively, the rewards are great for those who do. The ability to effectively manage a sales negotiation is often the difference between a sales and a great sale. For many, negotiation is a stressful activity, where the risk of 'losing the sales' or concern about the customer relationship endangers the outcome of a negotiation. As customers become increasingly sophisticated and sometimes aggressive in their approach to negotiation it becomes critical for sales people to be confident and well equipped in their approach.

To enjoy a long-term relationship, both the customer and the seller must reach mutual agreement about the whole deal or business opportunity being transacted - not just the price, but also the range of terms, options and conditions in the total package being offered.

Who Should Attend

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.

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

    • Additional information

    Payment options: This is a fully residential course, the above price includes comprehensive course materials, morning coffee, luncheon and afternoon teas. Residential course fees do not include the participant's hotel costs. Participants will be required to settle direct with the hotel before leaving.

    See related categories

    Negotiation Skills

    £ 800 + VAT

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