Negotiation Skills

Negotiation Skills

Training Manual 2006

By Desmond Oliveira

Corporate Dimension Business Management Services

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Index

Topic

Page

What negotiation is and why it is important

Adversarial versus co-operative bargaining

Planning the negotiation

Preparation checklist

Development exercise 1. Case study

How to structure negotiations

Personal power and how to increase it

Development exercise 2. Personal power

Behavioral analysis

How to deal with behavior styles

Development exercise 3. Behavioral styles

Negotiating tactics

Movement and concessions

Dealing with price

The closing stages

The 40 most common mistakes in negotiation

Development exercise 4. Role-play

Development exercise 5. Action planner

3 5 6 9 12 17 19 21 22 25 27 28 33 36 37 38 40 43

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Negotiation skills

Welcome to negotiation skills, Volume 3 in the sales skills library. This manual has been written especially for salespeople, sales managers and sales trainers. It contains valuable information on how to negotiate more effectively.

This manual can be read as a book, or used as a source of reference material where specific needs, or issues arise.

The range of titles in this series is:

Volume Title

1 2 3 4 5 6

Selling skills

Booking appointments by telephone

Negotiation skills

Presentation skills

Time management

Customer care

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In each manual you will find information on each topic, exercises and checklists to help develop your sales skills. Sales managers and trainers will find this a useful source of material for developing training sessions and individual coaching within the sales team.

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What negotiation is and why it is important

Negotiation: can be defined as a process of bargaining by which agreement is reached between 2 or more parties. We all negotiate every day in a wide range of work and social situations. It is important to know how to...