ENGAGING, NEGOTIATING AND INFLUENCING FOR RESULT

My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too because if you have a reputation for always making all the money, you won’t have many deals” Getty. J. Paul

RATIONALE:

The idea behind any business transaction is aimed at achieving a best possible result for your organization while leaving the other parties equally satisfied with the outcomes of the negotiation. Negotiation requires contact, engagement and the ability to influence the other parties with the aim of creating a win-win situation for all.

During this learning session, attention will be focused on commercial bargaining, marketing engagement, sales negotiation and influencing strategies. We shall focus more on practice, tactics and methods of trade and sales bargaining.

LEARNING OBJECTIVE:

The primary objective of this two days training is to uncover the techniques, tactics, and method that underline successful negotiation and the win-win approach in marketing and sales contact.

TRAINING OUTLINE:

HOW TO NEGOTIATE AND WIN IN COMMERCIAL TRANSACTION

  • How to use positional bargaining to win in trade negotiation
  • How to Negotiate and arrive at an Agreement
  • Negotiation, Compromise and Giving of Concession
  • How to negotiate your way into Win-Win situation

HOW TO DEVELOP AND USE TECHNICAL AND COMMERCIAL SKILLS

  • Understanding the Cost of marketing on revenue
  • How to engage a client and achieve long-term benefit for your organization
  • How to diagnose parties negotiation orientation and develop a winning approach
  • How to secure a deal and buy-in during a commercial negotiation

INFLUENCING AND PERSUASION

  • How to acquire skills underpinning effective influencing and persuasions
  • How to persuade a customer or client to buy
  • Manipulative approach: when to use them and when not to
  • The Use and misuse of threat during a trade negotiation

CLOSING A DEAL

  • Common Negotiation pitfall to avoid when closing a sales deal
  • How to build a collaborative climate preceding closing of a deal
  • Negotiation deadlock and how to deal with them
  • Closing a deal: Approaches and methods

BENEFITS

  • The new perspective on result oriented commercial negotiation
  • How to manage resistance and overcome deferred agreement
  • Understanding the value chain of negotiation and achieving a positive return on investment

LEARNING METHOD

  • Expert guidance
  • Case studies, practice and audience participation

WHO SHOULD ATTEND?

  • Anyone who is involved in marketing, sales, and commercial negotiation.
  • Anyone who deals with clients, vendor, co-workers, and the external environment.
  • Management across all spectrums, procurement, contract, sales and commercial Managers etc.

OTHER DETAILS:     See page 1 of this brochure for information on date, venue and fee.