Fundamentals of Negotiation
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
This introductory workshop takes you through a series of realistic role-play exercises so that you learn how and when to negotiate. We explore the techniques used by good negotiators and develop negotiation strategies and tactics used by both buyers and sellers.
Who Should Attend?
This course is aimed at those who wish to understand the skills of a good negotiator. Experienced salespeople will find it a useful refresher.
Duration
Two days
What is negotiation?
Why and when should you negotiate?
Planning the negotiation.
Setting objectives.
Knowing your bottom line.
Deciding on a strategy.
Using concessions and maintaining revenue.
Opening negotiations.
Key negotiation strategies and tactics.
Keeping control.
Dealing with deadlock.
Practice the tools you have learned - role-plays based on real life situations to identify individual styles, strengths and areas for development. This will enable you to experiment with new techniques and discover how the learning fits together.
