Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 Advanced Negotiating to defend and protect your margins - strategies and tactics for high stakes negotiations As the choice available to customers increases and they employ more skilled and trained buyers, the pressure to give larger discounts to sell products and services has never been more acute. This Level 3 blended programme shows more experienced sales people how to meet this challenge and ensure that they not only retain valuable customers, but also maintain profitability.

Who should attend?

• Sales and commercial professionals who have responsibility for managing business relationships and negotiating contracts with all levels of customers
• Sales Managers who manage sales people involved in any type of negotiation.

Objectives

By the end of the course participants will be able to:

• plan and prepare for all types of negotiation
• understand the impact on company profitability of discounts or other concessions made to a customer
• put into practice the Five Golden Rules of negotiation
• recognise and avoid the tricks and traps set by professional buyers
• retain and develop highly profitable customer relationships
  

Programme Content

Philosophy of negotiation

• key principles of successful negotiation
• building long-term relationships
• recognising and managing buyers’ tactics

Understanding the impact of concessions

• gross and net margin calculations
• net present value approaches (NPV)
• impact of discounts and rebates
• pricing decision models

Planning your negotiation strategy

• assessing the situation
• identifying your negotiation objective and selecting effective strategies and tactics
• preparing the negotiation structure
• maximising the value proposition

Negotiating effectively

• balancing expressions of ‘power’
• managing the agenda and the negotiating team
• interpreting the signals
• communicating convincing value propositions
• concessions and counterparts patterns
• distributive and integrative tactics
• the Five Golden Rules of negotiation

Behavioural aspects of negotiating

• resolving disagreement and conflict
• understanding buyers’ motivational value systems
• building strong partnerships
• top 10 ‘dirty tricks’ used by buyers and how to handle them effectively