Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process.

Course Objectives and Outcomes

• To improve sales skills by identifying past negotiating patterns and exploring new strategies.
• The Maximum Supportable Position (MSP)
• The Least Acceptable Settlement (LAS)
• To overcome current/potential objections from a customer/prospect
• Competitive vs. collaborative negotiation
• How to build strong relationships and rapport for short-term and long-term success
• How to use body language and non-verbal communication to sell
• To negotiate in different ‘climates’ (i.e. defensive vs. supportive)
• The settlement range, how to analyze negotiating tactics, and risk-taking behavior in the negotiating process
• How to understand and manage potential conflicts
• To adapt to different social styles and interact effectively with a variety of customers
• Effective listening skills
• How to identify and successfully respond to the negotiation tactics of the buyer