To approach negotiation in a professional manner.

Immediate ways to deal with different types of objections.

Understand commercial aspects and contain cash traps in contract.

How to plan, organise a step-by-step system for negotiation?

Tried and tested approaches to tackle various types of situations.

For Participants

To empower managers in their task effective negotiations.

To enable them to become aware of the total economic, psychological and strategic factors involved.

Negotiation mistakes and how to avoid them.

To encourage proactive methods to share a tested organisation strategy.

Develop the ability to recognize the specific feelings, values and beliefs of other people, and adjust one’s attitude.

To inform, enthuse, inspire and empower in solving problems, objections and put-offs.

For Whom: The program will benefit all executives and staff from Sales, Purchase, Marketing, Logistics, Distribution (direct or channel), Finance and Accounts, from all types of businesses. A must for first-time sales people.

Program Contents

Day One

Commercial Negotiation Skills

Strategies & Tactics

Empowerment

Practical tips to creating BATNA

Five most important decisions to take in buying

Key steps to effective negotiation

The Understanding / Agreement Process: Step-by-step overcoming of problems, objections, and put-offs

Day Two

Purchase Negotiation - putting skills into practice

Commercial aspects

Pricing, and how salesmen present their cases

Cost Sheet

Asking price break-up

Knocking down the lowest-price

Value-added purchase

Methodology: Participative and interactive. Presentation, problem discussions and success stories.

Program Schedule

Date: Friday & Saturday, June 6 & 7, 2008.
Time: 9:30 a.m. to 5.00 p.m.
Venue: Sea Princess Hotel, Juhu Beach, Mumbai-400049

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Refer: CoolAvenues' Seminar Alert