Negotiating for Profits
Everyone negotiates constantly, whether they realise it or not — the only question is whether they're doing it deliberately.
About the course
This 1-day Staff Training workshop, ideal for sales and procurement staff negotiating deals in South Africa's competitive business environment, covers the five modes of conflict in negotiation, the three stages of any negotiation, and knowing your Best Alternative to a Negotiated Agreement (BATNA), alongside recognising tactics like the Salami effect. The result: negotiators who protect long-term client relationships, not just the immediate sale.
What it covers
The Negotiator
The What, When, Where, Why and How of a good negotiator, including how to approach clients and clearly communicate your message
Recognising the Five Modes of Conflict
Knowing when to enter which mode with a negotiated outcome in mind. Leveraging on cooperation vs. assertiveness to ensure that positive outcomes are reached. Recognising the steps to building
The 3 Stages of Negotiation
Pre Negotiation, Negotiation and Post Negotiation
The 4 Factors That Influence Negotiations
Look Good and Present Well
Be the First to Give
Learn to Learn
Do Something
Understanding the Concept of Power in Negotiations
Knowing your Absolute Bottom Line and Best Alternative To A Negotiated Agreement Recognising the science of influence
Putting it all into Practice
Recognising negotiation tactics such as the Salami effect and splitting the difference closing the deal, having a system, paperwork and follow up in place
How we run it
Sales negotiation is an art. In our opinion the ability to negotiate in a way that leads to maximum benefit for both parties is what makes or breaks not only the sale in question, but also the long term relationship with your client.
All individuals are constantly selling, whether they know it or not. If for example I wanted to go to movies tonight and my partner wanted to go to a club, we would immediately enter some form of negotiation to determine the outcome.
This is no different to your sales people. If for example the client wants to purchase a toaster and the sales person wanted them to see the advantage of purchasing the toaster/kettle combination, it would be a negotiation that determines the outcome.
In sales negotiation, the mode you choose to negotiate in is often determined by your client. Using the incorrect mode at the incorrect time would be detrimental to the sale and the contrary is true too.
Why then not join the myriads of companies that have called us in to present this worksho
Run it for your team
We can adapt Negotiating for Profits to your industry and your people’s real situations, and run it at your premises, at our venue or as a virtual workshop. We agree the outline with you before you order, and the rate per delegate drops as the group grows.