Successful Negotiation
Objectives
- To gain a clear understanding of what successful Negotiation really is.
- To increase the ability of delegates to negotiate more profitable business for their companies.
- To practise in a practical situation the techniques of Negotiation.
Likely Duration - 2/3 Days
Target Groups - Account Manager, National Account Manager/Director
Content
- Account Development styles.
- Understanding basic finance in an Account.
- Types of Organisational structure
- Account measurement
- Business and Personal
- Major Account Negotiations.
- Account Presentation structure.
- Buyer/Seller positioning.
- Explanation of the “B.O.M.M” principle.
- Effective S.W.O.T. analysis.
- Setting S.M.A.C objectives.
- Role Plays