Who should attend?

Experienced sales people, or team members who have to negotiate either in a selling or buying role. This course is aimed at personnel who want to enhance their existing skills, but have not had any formal negotiation training.

Course Objectives

1. Personal objectives
2. What is negotiation?
3. Success criteria and key skills for win win solutions
4. Process and principles of negotiation
5. Positive attitude and approach
6. Handling different viewpoints
7. Use of power strategies to influence the negotiation (the 5 p’s)
8. Developing trust, team exercise
9. Active listening skills
10. Handling concessions
11. Managing the needs of the other party(links in with communication counts workshop)
12. Understanding the people side of the negotiation
13. Offers and counter-offers
14. Multi-party negotiations (optional)
15. Introduction to non verbal behaviours (optional)