The ultimate programme covering all of the essential
skills for profitable and successful negotiation. This
programme is not just another negotiating course but is
designed to help your people meet the often heavy handed
challenges facing them in managing today's rapidly
hardening interfaces between buyer and seller. The
continuing downward pressure on margins makes it
imperative for your people to be fully competent at
negotiating prices.
Sessions include: negotiation behaviour;
negotiating in practice - the critical success factors;
negotiating better prices in today's toughening markets;
defending your price; making winning proposals; tactical
plays and counters; developing bargaining power; "games"
negotiators play; dangers of discounting; concession
management
What you gain: Your people will learn how to
counter heavy handed ploys and tactics used by many
"negotiators" and ultimately make your accounts more
profitable. Your people will also identify the vital
elements of negotiating better prices.
Suitable for: Anyone who needs to negotiate as
part of their every day working activity. An essential
programme for sales people of both smaller and complex
deals.
The Kennedy Workshop (Two days)
This extremely intensive but highly participative master
class workshop brings together sales people with buyers
and other disciplines in a series of up to the minute
case studies, exercises and simulations. All of the
material is based upon the work of Dr Gavin Kennedy, one
of the foremost writers and consultants on negotiation
training. His many publications include: "The New
Negotiating Edge", "Everything is Negotiable", and
"Kennedy on Negotiation".
Sessions include: This programme is built upon
the Kennedy research into how negotiators behave
universally. The 'red/blue behaviour patterns' and the
'four phased negotiation process' are integrated into
this thoroughly practical and participative workshop.
What you gain: The opportunity to sharpen
negotiating skills in a high level environment. This is
a practice and development session for the more
experienced negotiator.
Suitable for: Directors and senior managers from
both the sales and purchasing disciplines. This is an
advanced programme and those attending should have had
some negotiating experience.
The Three Critical Dimensions of Commercial
Negotiation (One day) BRAND
NEW
The objective of this phenomenal programme is to
identify and capitalise on the 'powers' of negotiation
in today's toughening markets. This is not only a
strategic session but this superb new programme focuses
on the tactical views of negotiation. We have introduced
the concept that 'Win - Win' is no longer a reliable
objective for the approach to negotiations instead a
'Win/win when you can get win/won round' means of
approaching the task is needed. This programme will
produce very strong plans to counteract the pressures
that your people may be experiencing by completely
changing their 'mind set' toward negotiations.
Sessions include: negotiation from the
procurement perspective; negotiation from the sales
perspective; how to bring both positions together;
tactical aspects of the "third" perspective;
shortcomings of "win-win"; the new concept of "why go
for win-win when you can achieve win-won round"
What you gain: A tremendous insight into the "new
way to negotiate successfully", plus tactics for getting
price increases on various products AND tactics for
selling to the buyer profitably. Client companies have
been thrilled with the results. Your people will be
asked to make presentations at the end of the day - you
will be amazed at the superb actions that your people
produce - all of which can be implemented within at 6
months.
Suitable For: sales teams and buyers as well as
directors and senior management teams.
