Build win-win relationships with others

Everyone has to undertake some level of negotiation at times. Sometimes we are successful, sometimes not. However, when negotiating is a key part of your job it is important to have a range of strategies at hand to maximise your chance of success. This Sales Learning Laboratory will help you to prepare for and carry out negotiations which you are involved in whether you are selling or buying.

Benefits of attending

At the end of the programme participants will be better able to:

• build profitable and sustainable relationships through negotiating win-win solutions with customers, internal or external;
• use repertoire of techniques that will enable them to get around any impasse in the negotiation, due to apparently conflicting demands;
• apply these techniques to a real-life negotiation they are currently or about to be involved in and develop an action plan for a successful outcome.

 

What will be covered

When and where? What negotiations am I engaged in? Stages of negotiation. Critical tasks in negotiation.

Opening the negotiation: Limits and tradables. Finding out what the other party wants and does not want. The difference between compromise and win-win.

Dealing with deadlock: Three powerful techniques for creatively resolving the impasse.

 

How it will be covered

• Tutor led discussion
• Question and answer
• Practice
• Structured feedback
• Video replay and feedback
• Individual coaching