Negotiating to Mutual Benefit


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
The key to being a skilled negotiator is understanding the difference between negotiating and giving money away. This course demonstrates the stages and rules that will gain you a win/win solution, and with it long-term business. If you follow the guidelines set out here, you will be able to handle customer strategies and still close the deal on terms that keep both your company and your customer happy.

Target Audience
Salespeople who sell at an executive level and obtain and maintain key accounts; salespeople who want to move into executive sales roles; and any sales managers with responsibility for coaching existing executive-level salespeople or those who have been recently promoted or appointed.

Expected Duration (hours)
4.0

Lesson Objectives

The Principles of Sales Negotiation

  • identify the benefits of applying the fundamental principles of negotiation.
  • determine which of the essential preconditions for successful negotiation is absent from a given sales situation.
  • apply the relevant strategy to secure a win/win outcome in a given negotiation situation.
  • recognise how specific skills and attributes can support successful negotiation.

    • Control the Process

  • recognise the advantages of having control during the negotiation process.
  • recognise the types of power present in a given sales situation.
  • demonstrate how to use information to increase control of the negotiation process and outcome in a given scenario.
  • apply the most appropriate means to reduce the adverse effects of time constraints on negotiating power in a given executive-level scenario.

    • Communicate to Collaborate

  • recognise the advantages of using communication skills to build mutual respect and trust during the executive-level negotiation process.
  • recognise and overcome the barriers to effective listening in a given executive-level negotiation scenario.
  • make the appropriate reflective response to client opposition in a given scenario.
  • use assertive communication in a given executive-level negotiation situation.

    • Strategies and Tactics

  • identify the benefits of using strategies to overcome client tactics while maintaining a collaborative approach to negotiation.
  • apply the appropriate negotiation strategies in a given executive-level negotiation scenario.
  • identify the most appropriate response to use to overcome the buyer tactic demonstrated in a given executive-level negotiation.

    • Course Number:
    SALE8225