Negotiating For Sales Results Training

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Training is available Australia-wide: Brisbane, Melbourne and Adelaide.

Although diplomacy is difficult and requires a lot of skill, it can make a person's life easier. It has been used by diplomats to influence the outcome a peace treaty, by merchants to swing trade agreements in their favor, and, in your case, to overturn your parents decision to put you on suspension for two weeks while you were a child. The joke aside, a skilled sales negotiator is able to turn any disadvantage or poorly-constructed opinion into either a compromise, or even a complete agreement. You can also customize your training sessions. If you want to increase your charisma in public speaking, we recommend that you combine this with our Interpersonal Skills Training and Public Speaking. Contact us for further details.

All negotiators are not only representing themselves; they also represent the ideal and truth of any society around the world. It is a valuable aspect of life to be able to communicate your points. Negotiation can be used to influence global outcomes and create new opportunities for growth and innovation. Knowing the fundamental principles of negotiation can make the difference between a profit increase and a disaster. It's also possible to have fun learning how best to negotiate through various interactive and challenging activities that are designed to help you become the best negotiator, from start to finish.

Negotiating for Sales Result Outline

Course Overview

The first part of the day will be spent getting to know the participants and discussing the workshop. Students will have the opportunity to identify their learning goals.

What is Negotiation?

To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.

The Successful Negotiator

Next, participants will explore key attributes of a successful negotiator.

Preparing for Negotiation

During this session, participants will learn the elements of preparing for negotiation: identifying your fears and hot buttons; doing research into your issues and the opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.

The Nuts and Bolts

This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.

Making the Right Impression

Next, participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and their handshake.

Getting Off to a Good Start

During this session, participants will explore how to establish common ground and how to use ground rules.

Exchanging Information

This session will look at how to exchange information and what to do if the negotiation gets off to a bad start.

The Bargaining Stage

Participants will learn six techniques for negotiating success. They will also have an opportunity to practice and observe these techniques through a role play.

Reaching Mutual Gain

Next, participants will learn about four obstacles to mutual gain and how to turn them into negotiation advantages.

Moving Beyond No

This session will look at ways to get past no and how to break an impasse, so that you can get to “yes.”

Dealing with Negative Emotions

During this session, participants will explore some ways to deal with negative behaviors during a negotiation.

Moving from Bargaining to Closing

Next, participants will learn how to tell when it’s time to move from the bargaining phase to the closing phase.

Solution Types

This session will discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.

Workshop Wrap-Up

At the end of the course, students will have an opportunity to ask questions and fill out an action plan.