Professional Sales Negotiation

Negotiation is a process through which effective people achieve success. Almost every event in business, as well as life in general, can present situations where one’s own point of view is different from that of other parties, so it’s up to us as individuals and teams to get them round to our way of thinking to reach our goals.

This course challenges participants to conduct demanding win-win negotiations. The programme uses a blend of bite size facilitator input, practical exercises and real-life case studies which build momentum as the course progresses. Participants will have the opportunity to fully explore how their own personal style and attributes can be successfully applied to the negotiation process in order to achieve results whilst maintaining relationships.

Course Objectives

• Learn the qualities of a Professional Negotiator
• Use the 6 step ‘Process of Negotiation’ based on Harvard Principles
• Understand how to flex own negotiation styles to suit the styles of others
• Develop the skills of opening the sales negotiation and setting the climate
• Setting the LIM and BATNA Strategy
• Understand how to deal with emotion in negotiations and build rapport
• Learn the difference between organisational and personal agendas
• Learn to apply best practice and assess the power balance in negotiation
• Learn the skills of Signalling and Bargaining and Proposing in negotiations
• Appreciate the importance and value of negotiating win-win outcomes
• Learn how to deal with objections
• Learn how avoid deadlock  and deal with conflict in negotiations
• Learn specific closing techniques
• Introduction to Tips, Tricks, Tactics and Gambits and how to counter them
• Learn the difference between Team Negotiations and 1-1 Negotiations

Target Audience

This course is aimed at senior sales teams who need to enhance their negotiation skills in order to achieve success in a complex environment.

Duration

3 days