Details
At the heart of this training is the premise that business negotiations, whether you are selling or buying, are inevitable. However, where possible they should be planned for or avoided and their impact minimised. Where this cannot be done, the primary and secondary stages of negotiation should be performed and should serve to reinforce value, agree minor concessions leaving the final negotiation to more senior ‘deal makers’ around one or two key issues.
This course has been run for many different organisations including private and public sector organisations of all sizes.
Who will benefitThis powerful and practical course is suitable for all levels and types of managers and professionals, and is suitable for both purchasing and sales functions. Depending on job function and focus, the course will address precisely the need for more skilled negotiation of contracts, discounts, special terms and delivery expectations, plus the pro-active ‘management’ of suppliers and customers.
It will allow already experienced and successful managers and business professionals a chance to further develop and refine their skills and knowledge when negotiating, whilst giving less experienced people foundation skills and practical short-cuts. It is especially suitable for:
Training structure and formatThe format of the training is highly participative and interactive, with participants working on real-life case studies and examples. Participants will leave the course with many new ideas and perspectives, as well as better equipped to achieve greater business and personal success. The programme also includes a summary workbook and course notes. Participants will be required to prepare and present a formal action plan upon completion of the course.
Key objectivesThe course has been designed to cover the vital core topics that are essential for the successful commercial negotiation of all sizes of contracts and orders. As well as the foundation skills and knowledge, attention is paid to helping participants develop assertiveness, confidence and control in business negotiation situations. The focus is on arriving at “win-win” solutions, rather than negotiating to win at all costs. It is based on the principles of developing relationships for mutual business gain and advantage, and how to negotiate strongly within this context.
Key overall learning points- Negotiating from a position of partnership, not competition
- Dealing more effectively and profitably with price objections
- Identifying and practise successful business negotiating skills.
- Identifying their own strengths and weaknesses as a business negotiator.
- Better understanding different types of buyer behaviour.
- Learning to recognise negotiating tactics and stances.
- Being able to apply a new and proven structure to their business negotiations.
- Identifying and adapt for different behavioural styles.
- Being alert to unconscious (non-verbal) communication
- How to prepare and present a proposal at a final business negotiation stage.
- How to project confidence and exercise assertiveness in Business negotiation situations.
Plus, for sales negotiation versions of the course: The six fundamentals of closing better business
- Positioning your Product/Service Advantageously
- Setting High Targets
- Managing Information Skilfully
- Knowing the Full Range and Strength of your Power
- Satisfying Customer Needs over Wants
- Conceding According to Plan
This includes a range of unique and proven training courses, at-the-desk skills coaching and consulting services to help organisations become more customer-centric. These are delivered by a growing number of experienced and expert consultants and trainers.
We have a proven track-report of delivering great live training, skills coaching and consulting. Our approach is to instruct and inspire, with a focus on learning content that is informative, relevant and practical.
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