Negotiating skills are
vital. No other form of training has such an immediate
measurable effect on the bottom line. From simple price
challenges to important commercial agreements, negotiation
is a major factor in profitability.
This powerful two-day programme is about commercial negotiating
skills. Whilst it is designed for sales people, sales
managers and key account executives it is equally suitable
for any executive involved with negotiating WIN-WIN
outcomes.
The content
clearly defines the core of negotiation as ‘both
move’.
If we have to move towards the other party,
we must insist they move towards us as well. Nothing,
absolutely nothing, is given away free.
The programme shows you how to achieve this
whilst leaving the other party satisfied with the outcome.
Objectives
At
the end of the programme participants
will.
Have an in-depth understanding
of negotiation and how to prepare
for it
Be able to differentiate between
the TACTICS required to deal with
a price challenge and the STRUCTURE
required to negotiate agreements
and contracts.
Know how to win business without
sacrificing margin.
Have experienced the cut and thrust
of negotiation from ‘both
sides of the table’. Three
situation role-plays are used to
illustrate the material.
Delegates
Will Learn
What makes for good negotiation skills.
How to handle the trade off between getting
what you want and getting along with people.
How to use the LDL 12 step planning
guide to prepare for a negotiation.
The 11 laws of bargaining. Don’t
give concessions, trade them. How to make
a conditional offer. How to handle deadlock.
The importance of aspiration levels.
How to determine your negotiable variables.
ALL the variables in and around the deal
can be used to improve it.
How to solve the dilemma of where to
open - how high, how firm, how soon.
Tactics and countermeasures. How to
handle ‘I like your proposal but
this is all I’ve got’. ‘Take
it or leave it’. ‘Is that
negotiable’. And many more.
How to use the 5 step negotiating structure:
PREPARE, OPEN, EXPLORE, BARGAIN, CLOSE/AGREE.
Negotiating styles. How to use the language
of partnership.
How deadlines and pressure affect the
outcome.
How to recognise the sources of power.
Negotiate to satisfy. How to get what
you want while leaving the other party
satisfied with the outcome.
CD Pack
On this programme each participant is issued with a set of 2 CDs which acts as a permanent reminder and précis of the material.
Programme Details
Dates:
27-28 October 2010
8-9 December 2010
Times:
Day one:
10.00 am - 6.00 pm
Day two: 9.00 am - 5.00 pm
Fee:
£895
+ VAT
Includes comprehensive notes, CD pack and post programme elearning support
