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Advanced Negotiation Skills for Sales People (2 Day Course)

Maximise your negotiation power – secure win-win outcomes.

This two-day intensive workshop will assess your negotiation skills and arm you with tactics and techniques so you can walk into any negotiation with confidence. It’s about planning your negotiation to ensure success, eliminating threats, maximising your negotiating power and ultimately forming lasting agreements that make all parties happy.

Suitable for:
This course is suitable for anyone responsible for negotiating on behalf of their organisation. It is an essential course for sales managers, sales executives and purchasing managers looking to get the best deal, or anyone in a sales role looking for a complete negotiation toolkit.

The Programme Topic Areas are:

Stage 1 - the Course:

• Negotiation defined – what it is and what it is not
• The traits of a successful negotiator
• Preparing to negotiate:
? Setting objectives and identifying those that are win-wins early in the process
• Researching intelligently and preparing your fallback positions

The Programme Topic Areas are:
• SWOT and PEST analyses on your opposite party
• Deciding what you can and cannot trade - preparing "what if" scenarios
• The negotiation
• Creating a constructive environment
• The 3 Vs of communication - visual, vocal and verbal
• Managing the initial bids of each party
• Questioning techniques to control, develop trades and conclude the negotiation
• "What if" questions to develop your versatility
• Background, assertion and difficulty questions
• Learning to trade not concede
• Dealing with difficult situations
• Practical exercises to put these principles into practice
• Individual action planning to transfer your learning back to work
• Summary & action plans agreed

Stage 2 - MP3 Learning bites


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