Sales Negotiating Skills

Course Overview

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 organization 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 posses.

By the end of this course delegates will be able to:

• Be aware of the key stages in the negotiation process
• Understand the characteristics of successful negotiators
• Recognize the need for preparation before negotiation
• Be able to use, recognize and counter negotiation techniques and tactics.
• Recognize the importance of questioning, listening and summarizing skills during a negotiation.
• Be better able to achieve negotiated outcomes that favour his/her organization

Who Should Attend:

This course is applicable for both sales people and anyone who is involved in business. It goes beyond a simple checklist of negotiation tricks and tactics by introducing the concept of a structure to the negotiation process. In this way it is suitable for all those who get involved in professional negotiations both internally and externally.

Course Content

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

Agreement

• The importance of closing techniques
• Selecting a method for closing
• Agreement can be dangerous
• Disagreement over interpretation
• The checklist

Styles Of Negotiation

• Red or Blue style
• Difficult aggressive negotiators
• How to deal with covert red negotiators
• The exchange principle
• The checklist for negotiation styles

The Role of Ploys

• Stages of manipulation
• Dominating
• Shaping
• The checklist for manipulative ploys

Negotiating difficult disputes

• Conflict escalation
• Interests
• The negotiator as mediator
• Hidden interests
• The checklist for difficult disputes

Course Duration

One day

Certification

Certificate of Attendance

London: 020 8819 9561
Manchester: 0161 660 7660
Glasgow: 0141 530 7710
or call free on 0800 31 88 35

e mail: info@trainingworld.co.uk

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