Training Time
A one or two day training course
Objective
To identify the process of negotiation and practise the key skills involved.
Who should attend?
Aimed primarily at developing the negotiating skills of sales staff who have had little or no formal training in negotiation, it can easily be adapted, however, to apply to any negotiating situation e.g. wage bargaining etc.
Course Content
- What is negotiation?
- Understanding organisations and personal needs
- The negotiation process
- Trial proposals
- Gaining agreement
- Searching for variables
- Tactics in negotiation
- Identifying negotiating opportunities
- Be able to state the difference between selling and negotiating and
recognise the point in a sale where a negotiation can begin.
- Be able to identify the key stages in the negotiation process.
- Be able to use appropriate techniques and tactics in a negotiation.
- Be able to use appropriately the skills of questioning, listening,
and summarising in a negotiation.
- Have identified negotiation opportunities back at work and produced
a personal action plan to implement points learned.
Maximum of 12 delegates