|
Title |
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 |
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’. |
