Negotiation

The selling and buying relationship is of necessity one of creative tension—both sides seeking to maximise opportunity for benefit in a win-win situation. Negotiation is a standard process in any situation where competing outcomes are being pursued. As a buyer you need to add to the deal in order to have fulfilled your role of adding value. This course will explore the techniques, tools and methods of managing negotiations but will simultaneously challenge you to look for opportunities for relationship building as well as conducting tough negotiations - the two are not necessarily mutually exclusive.

Content includes:

• Introduction to Negotiating
• Preparing for the Opportunity
• The role of the Salesperson and Buyer in a Negotiation
• Party Expectations of a negotiated solution
• The Quid pro Quo
• The 5 steps to successful Negotiations
• The Different Negotiating Styles
• Trading, Bargaining and Negotiating
• The Trust Imperative
• Dealing with Difficult Interactions
• Retail and Manufacturing finances - what drives bargaining
• Market Essentials
• Presenting Alternatives
• Final Hurdles and closing opportunities with a view to the future