Professional Development

Price includes refreshments, lunch and course materials.

Level: Foundation

Key issues:

Most organisations face the challenges of market maturity, commoditisation and customer power, but many may not have invested in supporting those who have to negotiate in this climate. They may not have recognised the improvements in relationships and profitability that enhanced negotiation skills can provide. One of the most accessible and powerful ways to accelerate the achievement of your organisational growth objectives is optimising your organisation’s negotiation efforts.

The purpose of this course:

You will learn how to improve your organisation’s profitability through using effective negotiating techniques with your customers.

Who this course is for:

People who have the authority to negotiate the elements of a business proposal, from either a buying or selling perspective, in order to optimise value and mutual gain.

Benefits for your organisation:

Your organisation will be able to achieve optimum value and benefits from business transactions, whilst ensuring that external and internal customers are satisfied with the outcome. This will ensure valuable ongoing business, sound working relationships and defence from competitive attack.

Benefits for you as an individual:

You will learn techniques and skills that will help you achieve optimum returns from your business transactions, strengthen your business relationships and build your confidence.

You will learn how to:

• Determine when to sell, and when to negotiate
• Assess financial implications of negotiating – what’s the overall value of the proposal and when to accept it
• Define a structured approach and guide to the process
• Plan negotiation objectives and the scope – know how far to move
• Determine the tactics of negotiation and your action plan
• Set limits, values and establish key tasks
• Recognise negotiating styles and their implications and relate these to your customer’s stance
• Interpret the signals from your customer – recognise willingness to move and where
• Explore possibilities without commitment – consider where a settlement might be made without conceding value
• Bargain effectively
• Close the negotiation – agree what’s been agreed

Course content:

• Selling compared with negotiation
• Where negotiation fits in
• The nature of negotiation
• A step by step approach
• Negotiation strategy
• Key tasks
• The human factors
• Putting forward and handling proposals
• Effective bargaining

Pre and post learning support:

Pre course delegates are encouraged to review recent negotiations to assess profitability of the outcome and be prepared to share overall results vs. expectations.

To take away from the course:

Course notes and computer based negotiation planning models on request.

Professional Standards

All of our sales courses are based on MSSSB National Occupational Standards ensuring that sales people at all levels of seniority gain practical skills that employers require to improve business performance.