Commercial Negotiation Skills

5 days
Target Audience

The course is designed for Managers and Project Managers who are involved in dealing with suppliers and customers where prices and conditions need to be negotiated.

 

Objectives

The course provides a thorough understanding of the techniques and develops the skills required to successfully negotiate deals for the benefit of the organisation whilst retaining good relationships with suppliers and customers.


 Content

What is negotiation?

The Win – Win concept

Setting objectives

Planning negotiations

Research and Preparation

Setting an agenda

Building a relationship

Managing the meeting

Understanding basic body language

Tactics

The opening position

Negotiating and concessions

Closing the deal

Team negotiation

Team roles

Planning for team negotiation

Team tactics

Counter tactics

Recording and analysing

Reviewing results and performance

Continuing relationships and future business