This course is suitable for anyone responsible for negotiating and closing sales.
- Negotiate with the aim of achieving mutually acceptable outcomes
- Make effective preparations before starting to negotiate
- Set a negotiating range that you can work within
- Follow a clear structure for negotiations that will help you focus and achieve results
What is negotiation? – Examines the concept of negotiation and what we are trying to achieve.
Potential negotiations – Participants identify the potential negotiations constantly surrounding them.
Alternatives to Negotiation – Negotiation is not the only method of problem solving. We identify some of the alternatives and discuss when negotiation is the best approach.
Negotiating Structure – Participants often identify confidence as being the main barrier to effective negotiation. Once they are able to work with an effective structure they find that this barrier quickly disappears.
Planning – Helps participants to understand the importance of planning before entering into negotiations. We look at what is involved in effective planning. Participants are given a planning template which will provide a basis for preparing most of their negotiations.
Laying Foundations – This important stage of negotiation is often overlooked by inexperienced negotiators. Participants will learn to set up their discussion so that they do not move towards agreement prematurely.
Building – Helps participants to avoid surrendering their position without getting something in return.
Completing – Ensures that the negotiation is closed effectively so that all parties leave committed to the outcomes agreed.
Pine Furniture – An opportunity for participants to practice the processes covered during the course.
I now know – Participants review the session and exchange key learning points with each other. This consolidates the learning and helps them to identify points to add to their action plan and learning log.
*FUNDING available for successful candidates. Please contact us for more information.