When supplier and customer meet to negotiate, they enter into a complex commercial process which goes far beyond simple sales tactics. Success is determined not just by employing standard negotiating techniques but by being able to manage the interpersonal relationships involved. This course is designed to give the negotiator the advantage by outlining seven key negotiation skills which combine process with relationship-building.Course content
This course is built of 5 e-Learning modules each taking around 30 minutes
1. Background to commercial negotiations
- Differences between selling and negotiating
- Positioning yourself in the negotiation context
- Understand buyers better to negotiate better
2. Preparing commercial negotiations
- Stabilising the balance of power using the power index matrix
- Preparing margins of manoeuvre using the negotiable points matrix
- Anticipating requests using the bargaining chips matrix
3 Commercial negotiation: 7 keys to effective meetings
- How to make a successful start
- Strengthening your negotiating position
- Steering towards a satisfying conclusion
4. Commercial negotiation: coping with pitfalls
- Dealing with buyer-specific negotiation techniques
- Dealing with assertive techniques
- Responding to intimidation and disqualification tactics
5. Commercial negotiation: asserting yourself
- Listening skills.
- Understanding buyers for improved negotiation.
- Choosing the appropriate words.
- Using the “FRANC” method.
Who should attend?
Who will benefit from this course?
This is an intermediate level course for anyone who is involved in commercial negotiations and has a knowledge of sales techniques. The focus of the course is:
- Understand the negotiation process
- Choose your negotiation style to suit the context and your knowledge of the customer
- Prepare to negotiate
- Manage the face-to-face meeting
- Adopt appropriate behaviour
Benefits for you
Benefits for you, the participant;
- Drive sales through effective negotiation
- Be a more effective negotiator
- Be a confident relationship-builder
- Improve professional and personal relationships
Course duration
There are 5 modules in this e-Course, taking about 30 minutes each depending on the individual. You can access the modules any time during a 12 month period allowing you to complete at your own speed and also revisit any modules to refresh your learning.
As affiliates of the CPD Institute, Cegos is committed to supporting the learner and each e-Course contributes 4 CPD hours to the learner’s development.
