Value Added Negotiations

We’ve all heard of win-win. And we all know that in real life dog eat dog is more prevalent. Yet the job of both seller and buyer is all about finding “profitable opportunities in a mutually beneficial relationship over a sustained period of time”. In other words something else prevents successful selling and necessitates negotiation and in this context negotiation need not be win-lose but a real opportunity for both parties to gain or for you to exercise your right to walk away. Selling is the objective, but it is rarely accomplished without some negotiating. This course provides you with the opportunity to discover appropriate negotiation techniques, understand the vital role of preparation and the irreplaceable strength of knowing and understanding the other person’s drivers.

Content includes:

• Recognising Negotiating for what it is
• The role of the Salesperson in a Negotiation
• Planning the negotiation
• Customer Expectations
• Preparing to Negotiate
• The Different Negotiating Styles
• Trading, Bargaining and Negotiating
• Tactics or Trust?
• Dealing with Difficult Interactions
• The Finances of Retail
• Market Essentials
• Presenting Alternatives
• Preparing for the next Opportunity