Notre offre > Formations > Sales and Negotiation: Conduct Strategic Negotiations
Durée
4 days
Public
Suitable for sales people and others who negotiate with customers in a sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.
Objectif
Programme
Planning your Negotiating Strategy
- Win-Win collaborative negotiation – what does this mean for you?
- How to plan and prepare for a successful negotiation.
- Negotiation styles – identifying the different styles and their outcomes.
- Creative use of concessions to reduce price discounting while maintaining mutual value.
- Calculating and using your “No Deal Below”
- How to negotiate creatively
- How to avoid weakening your position
- Giving and getting concessions
Building Rapport – The buyer as a person
- Understanding human behaviour and mindsets
- Procurement – getting them on side
- How to listen for what’s NOT being said
- Verbal and non-verbal communication – controlling yours and reading theirs.
- Assertive body language and written communication
- Understanding what part of your proposal isn’t suitable if declined
Tactics and Techniques
- Techniques for opening and developing negotiations
- Rapport building – reducing barriers
- Identifying the negotiating games people play
- Recognising negotiation tactics and how to bring the conversation back to a collaborative negotiation
- Assessing and redressing the balance of power
Personal Development
- Recognising developmental areas; building on your strengths
- Committing yourself to change on return to the workplace
- Maintaining your motivation levels and boosting your drive
Méthodes pédagogiques
This workshop will enable you to negotiate the best possible terms, seek out the buyer’s real position and business drivers.You will understand how to negotiate based on offering solutions and adding value rather than price-focused conversations. The learning process is accelerated using interactive techniques to enable delegates to negotiate with confidence and skill back in the workplace.
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Durée
4 days
Public
Suitable for sales people and others who negotiate with customers in a sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.
Objectif