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EXAMPLE ONLY TO ILLUSTRATE TYPICAL CONTENT

ALL OF OUR PROGRAMMES ARE DESIGNED AGAINST A SPECIFIC CLIENT BRIEF

Skills Development - Example programme outlines: Sales Negotiation

 Definition of Negotiation

  • The concept of the transaction being a combination of selling and negotiation process
  • The difference between 'buying objections' and 'negotiation issues'
  • The three approaches to negotiation - balanced, conflict, compliant
  • The benefits of balanced negotiation
  • The key principles of balanced negotiation
  • Planning for a negotiation meeting;
    • Defining optimum and fallback positions and your BATNA
    • Establishing customer demands
    • Defining your negotiation opportunities
    • Calculating the financial implications
    • Analysis of positions: who will be in their negotiation teams
    • Role planning if you are part of a negotiation team
  • Managing the Negotiation Meeting
    • Meeting framework using a 5 point plan
    • The importance of establishing a positive relationship
    • Understanding the interests behind the stated customer position
    • How to set up concession trades
    • Generating alternatives
    • Behaviours in reaching agreements
    • Creating win-wins
    • Saying no whilst keeping the dialogue open
    • Countering customer tactics