This course is designed to provide participants with a detailed and up-to-date overview of negotiation skills. It covers the negotiation philosophies and the good negotiator; the persuasion versus negotiation; the self-assessment and pre-negotiation preparation; the personal strengths and weaknesses; the emotional intelligence, characteristics of a good negotiator and the five stages of the negotiation process; the barriers to effective negotiation and when to use a team during negotiation; the 7 milestone of the sales process; and the different buyer’s roles and the buyers decision process.
During this interactive course, participants will learn the
the strategies for the phases of the buyer’s decision process; the SPIN selling model; the negotiation tools for success, creativity and problem solving techniques, creativity tools and decision making techniques; the communication skills, conflict management styles, concession management, tactics and counter-measures; the different levels of negotiation rules; preparing “the envelope of negotiation” and mastering the “rule of halves”; setting a concession-making timeline; the negotiable issues, creating alternatives and the most common negotiating mistakes; and the advanced negotiation tactics.