SALES AND MARKETING SHORT COURSES

Course Overview

Upon successful completion of this course, students will be able to:

• Prepare to negotiate in a business environment.
• Initiate negotiations and follow through on their results.
• Negotiate with their colleagues.
• Follow through on a completed business negotiation.
• Negotiate in unique business circumstances.

Duration

12 Hours. Training times can be arranged in more manageable sessions of 3 hours over 4 days.

Delivery Method

Training times can be arranged according to your date and times requirements, delivered virtually or on-site at your premises by one of our professional facilitators. Alternatively, you can join a virtual public course by clicking on the Register Now button.

Who Should Attend

Business professionals who may or may not be in a supervisory position and who want to learn the art of negotiating.

Prerequisites

There are no prerequisite skills for this course, however, you might be interested in the following related courses: Communication Skills, Business Presentations, and Business Writing Skills.

Course Content

1. Preparing to Negotiate

• Establish a successful mindset
• Research the other party
• Determine the value of the item being negotiated
• Determine where you'd like negotiations to take place
• Establish your best- and worst-acceptable outcomes
• Research your best alternative to a negotiated agreement (BATNA)

2. Initiating Negotiation: Establishing the Ground Rules

• Establish rapport
• Establishing your status
• Choose the communication method for negotiation
• Establish the rules of engagement
• Set a timeline
• Establish how negotiation results will be communicated and implemented

3. Negotiating

• Encourage the other party to issue the first proposal
• Make the first proposal
• Counter the offer or proposal
• Accept an offer or abort negotiations
• Work through an impasse

4. Following Through

• Evaluate the success of the negotiation
• Follow up on the relationship

5. Negotiating in Special Circumstances

• Cross-cultural negotiation
• Cross-generational negotiation
• Negotiation with supervisors and subordinates

The Secret to Success

Short courses are an easy and effective way to upskill your people. This enables them to apply their new knowledge in your workplace immediately.