Next Course: 22 - 23 May 2017

Coventry £795 + VAT
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This is a practical 2 day workshop, designed to equip sales people with the confidence, process and capability to successfully negotiate in a variety of situations and achieve a win/win outcome.

The course is focused around experiential learning and combines theory, interactive exercises, case studies, role plays and feedback. It has been designed to be fast paced, informative and challenging.

Training objectives

• To understand the impact of human behaviour on the ability to effectively negotiate
• To demonstrate effective planning strategies
• To be able to recognise, counter and use tactics

Training syllabus

• The 6P Negotiation Model
• Truths and challenges of negotiating
• Understanding the key principles
• The Negotiator’s toolkit
• Understanding your negotiation style
• Counterparty motivators and how to influence them
• Planning an effective and structured negotiation
• Control and tactical negotiating
• Staying confident throughout the process
• Live negotiation practice using case studies, role plays, team exercises
• One-to-one feedback

Target audience

This 2 day course is suitable for delegates who are currently involved in negotiating business but would benefit from formal, structured training to enable them to achieve this more effectively.