Profitable Negotiating

Win the deal and keep your profit!

2 days

Business benefit

The ability to negotiate well is an absolute necessity. Anyone can strike a deal by conceding, but in today’s market you can’t afford such tactics. Change the game and turn the typical positional negotiation into a co-operative discussion. Even the toughest procurement specialists will want to do business with you again and you’ll keep your margins. This course offers the latest methodologies and coaching from seasoned negotiators. You’ll also receive unique insight into how buyers think and behave.

Target audience

Anyone who has to conduct negotiations will benefit from attending. Although the course is principally designed for salespeople, buyers, procurement, sales managers and key account executives, it is equally suitable for any other executives (e.g. accountants) who are involved in commercial negotiating.

High spots

  • Learning how to resist pressure and maintain your profit margins
  • Practising negotiation skills and achieve great results
  • Using numbers confidently to support your case

Key learning points & outcomes

You will leave the course able to:

 

  • Apply structure to your negotiations from pre-planning through to follow up and know how and when to move from one stage to the next
  • Prepare for your negotiation – research shows that your outcome is often determined before you get to the table!
  • Use logical and psychological techniques to plan your strategy and carry out your negotiation professionally
  • Recognise the strategies and tactics used by professional buyers and apply effective countermeasures
  • React to the other person’s “initial stance” by understanding their priorities, wants and needs
  • Assess the effect of concessions and variables to achieve a commercially viable outcome
  • Understand “negotiating leverage” and use it ethically and effectively
  • Identify your strengths and weaknesses and those of others through role-play and analysis, allowing you to improve your negotiating skill
  • Achieve win/win outcomes and maintain good relationships

Testimonials

  • “Very useful course – looking forward to using the skills in real negotiations.”
  • “It helped me understand that the circumstances surrounding the buyer’s viewpoint are very different to the supplier’s view.”