Profitable Negotiation
Winning the deal and keeping the customer
Course Summary
Negotiation is a unique activity - part science, part art, part technique. During this programme you will experience the challenges of negotiation from both sides of the table and learn how to plan your strategy, execute it effectively and conclude a deal without giving away your profit.
Who should attend?
This course is principally designed for salespeople and buyers. Of equal benefit to those involved in the negotiation process, either as an introduction or as a refresher course.
By attending this course you will understand how to…
- Prepare for every negotiation - increase your chances of success
- Set a justifiable starting point and forecast how the other person will react - recognise when to move on to the next phase in the negotiation process
- Use strategy and tactics effectively - through the logical and psychological techniques available you can carry our your plan professionally and achieve your objective
- Overcome the buyer's stance - see the situation from their perspective and understand their priorities, needs and wants
- Assess the effect of concessions - will the end result still be commercially viable?