Profitable Negotiating
Win the deal and keep your profit
Overview
Negotiation is a unique activity - part science, part art, part technique. It requires a new set of skills in addition to your existing selling (or buying) skills. This active and participative workshop will show you how to co-operate rather than compete and how to achieve a good result for both parties. Films, short in-put sessions, case studies and a unique ‘negotiation styles’ questionnaire are combined with many opportunities for role-plays, as well as personal and video feedback. You will experience the challenges and pressures of negotiation from both sides of the table. You will examine buyers’ perspectives; how they prepare, purchasing policies, the language they use and their ‘10 Commandments’, giving valuable insight into how they approach negotiations. You will leave equipped to plan your strategy, execute it effectively and conclude a deal without giving away your profit.
Topics & Outcomes
Opening session - defining negotiation
Learn the structure and sequence of actions of negotiation from preparation and discussion through to proposing an offer, bargaining over the variables to finalising an agreement.
Airflow case study
Analyse the performance of someone else and their negotiation. Pick out the strengths and areas for improvement. Relate the learning points via your Action Plan to your business.
Participative case studies
Practise what you have been taught. See the negotiation from both sides of the table. Practise key skills, learn to review your own performance, set your own limits and assess the deal.
Finance in negotiation
Learn about profitable outcomes for your clients. Evaluate your own negotiating variables and rate them against cost vs. value. Learn about discounting and volume of business and how they are interrelated.
Negotiating styles
Learn about your own natural style of negotiating and the strengths and weaknesses of other styles of negotiators you may come across.
The buyer’s perspective
Learn about buyers, what they are looking for, what is important to them and the ‘10 Commandments’ for negotiation.
Sources of power
Learn about the different sources of power available to either party in negotiation and how each works.
Strategies and tactics
Learn about the popular strategies and tactics that may be employed against you. Learn the counter measures and adapt them, via your Action Plan, to improve your effectiveness in this field.
Action Plans
Draw up a prioritised plan of actions for the future, to be reviewed with your manager.
Programme high spot
You'll participate in a complex contract renewal negotiation - variables of price, volume, credit terms, discounts and expansion plans must all be negotiated and agreed!
Who will benefit?
Anyone who has to conduct negotiations. Although the course is principally designed for salespeople, buyers, sales managers and key account executives, it is equally suitable for any other executives (e.g. accountants) who are involved in commercial negotiating.