Business Negotiations Skills Training
Consummating and sustaining major business relationships between buyers and sellers often involve significant investments in activities such as: bid preparation, requirements evaluation, proposal development, follow-up visits, phone calls, traveling, and sales presentations e.t.c. These activities, which sometimes run into several weeks or months, may eventually culminate into a business negotiation meeting.
Unlike other aspects of the sales process, negotiation is usually a non-sequential process involving different parties with divergent motives, relationships and behaviors. Unfortunately, the success or failure of such a meeting will have far reaching consequences on the business of the parties involved.
Successfully handling the complexity of issues, relationships and goals involved in a business negotiation requires the possession of critical skills by business executives.
Contents
- Conceptual Overview of Sales and Negotiation Process
- Identifying Buying Signals and Sales Closing Techniques
- Understanding The Framework Influencing Business Negotiation Situations
- Identifying and Managing Stages of Business Negotiation
- Understanding & Managing Roles, Behaviors & Motives in Business Negotiation
- Business Negotiation Strategies and Tactics
- Handling Negotiation Breakdown
- Business Negotiation Closing Techniques
- Managing Post Negotiation Relationships.
- Case Analysis, Group Discussion