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to win
Negotiate To Win
Three Hour Seminar
A unique programme that
looks at negotiation from the sales side. Not just for
sellers, but for executives at every level.
When was the last time a buyer told you he only had
a certain amount in his budget? Probably yesterday.
Or promised huge orders out there somewhere in the future?
Or went on and on about how good your competitors are?
We've all heard these things a hundred times.
They're negotiating tactics - and just a few of the
dozens of tactics the buyer has and uses all day long.
This seminar investigates these tactics
and how to handle them. Based
on the real world, real people and real situations,
it shows you how to
make better, more profitable deals every time. Only
after attending will you
realise how much you learnt.
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Basic Principles
- How to build a both-win relationship.
- What makes good negotiation skills?
- How to use the give and take process.
11 Laws of bargaining
- How to handle 'deadlock' and 'Is that
negotiable'.
- Understand aspiration levels.
- The most useful question in negotiating.
- Stop seeing price as the issue.
Psychology
- You need them but they don't need you
- how to handle it.
- Negotiating with higher authority.
- How to negotiate a price rise.
What's your negotiating style?
- Don't be a tough negotiator, be an
effective one, Avoid showdowns.
- Separate the people from the negotiation.
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The written word
- How to use the written word to win
the advantage.
- Taking notes to gain commitment.
Sources of Power
- How deadlines affect the outcome.
- Power is in the mind. Patience and
time.
- How to get leverage. How to use BATNA.
Tactics & countermeasures
- The supertactic - how to handle "I
like your proposal but this is all I've
got".
- How to handle "Let's split the
difference" and "You've got
to do better than that" and "Take
it or leave it".
- Tactics the seller can use. Tactics
the buyer can use. The seller's most useful
ploy. The buyer's most useful ploy.
- Escalation of terms. Escalation of authority.
- The final agreement. Body language Closing.
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The
seminars will be led by senior consultants
from LDL's highly regarded negotiating
skills team. These consultants are
carefully chosen both for their subject
knowledge and outstanding presentation
skills.
The seminar is packed
with proven techniques to help you
and your people win business without
sacrificing margin. Don't miss it!
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