Brief Summary

Introduction To Negotiation

Strategy and phases of negotiation.

Risk Analysis In Negotiation

How to conduct a risk analysis on important business recommendations or actions to help anticipate and manage problems in implementation.

Adding Value To Your Concessions

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis.

Devaluing The Buyer's Concessions

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis.

How To Say "No"

During negotiation, the ‘give and take’ environment can make it difficult for the seller to say "no" to impossible requests.

The "Art" Of Signalling In Negotiation

The bargaining power of numbers in negotiation can be considerably enhanced by developing skills in the interpretation and transmission of verbal and non-verbal signals.

Watching The "Action" In Negotiation: Signaling Via Body Language

Summary: Since 70 per cent of communication is non-verbal, then relying simply on ‘words’ means we could miss two thirds of the action.

Key Roles In The Negotiation Team

Much of the complexity (and satisfaction!) in negotiation is caused by the need to play many different roles during the ‘give’ and ‘take’ process.

Keeping Check In Negotiation: Size Of The Deal On The Table

Bearing in mind the need to avoid ‘piece-meal’ exchange of concessions in negotiation, it is essential to place all moves within a financial context at the planning stage.

Negotiating The Price

Having established a financial context for the negotiating session, it is essential to take a structured approach to negotiating the price.

Calculating The Chances Of A Positive Outcome In Negotiation

Coming from a sales tradition where optimism rules, the KAM is inclined, even encouraged, to avoid all concept of risk in negotiation.

When The Buyer Wants "More"

Making a final offer in negotiation is often difficult, especially when the buyer feels that more is available ‘for the asking’.