Course Details
Mastering Sales Negotiations
20 May 2013
Professional Development
Communication
Organisation Development Institute Limited
Organisation Development Institute Limited Unit 3A 41 Sir William Pickering Drive Christchurch
Two Days
9:00 AM - 5:00 PM
9:00 AM - 5:00 PM
$1,350.00
Early Bird (if registered 6 weeks before course) $1,250.00 excl GST
Early Bird (if registered 6 weeks before course) $1,250.00 excl GST
The aim of this two-day workshop is to build on your existing strengths and to develop skills and confidence as highly effective sales negotiators.
This workshop addresses the leadership behaviours of Communication and Collaboration on our Leadership Competencies Framework.
Great sales negotiators do more than just get a good price for what they have to offer. They know how to leverage all aspects of value and build strong, productive relationships with customers - relationships that will yield maximum value over many years. They also deal effectively with the inevitable glitches that occur both in customer relationships and in working with internal stakeholders.
This workshop draws on both cutting edge research and on your own personal experience to equip you with proven strategies and tools to build your confidence as a highly effective sales negotiator. It also provides an opportunity to address any specific issues about negotiation that individual participants may wish to raise.
The workshop involves a mix of theory and hands-on application of the ideas to practical exercises designed to typify real-world experiences.
This workshop qualifies for NZ Trade and Enterprise’s Capability Development Voucher Scheme.
Target Audience
This workshop is for professionals with little formal training in sales negotiation who want an understanding of different negotiation approaches, a framework and tools for undertaking negotiation, and an opportunity to practise in a safe and supportive environment.
Learning Outcomes
By the end of this workshop, you will be able to:
■use a framework and tools for both creating and claiming value in sales negotiations
■leverage your organisation’s Distinct Value Proposition (DVP)
■build productive relationships with both customers and internal stakeholders
■prepare for and undertake negotiations more strategically
■use tools for dealing with ‘difficult’ people, problematic tactics and deadlocks
■be more confident in conducting email and phone negotiations
■avoid common negotiation traps.
Content
■The implications of different strategies and tactics
■Creating and claiming value
■Structuring negotiations for optimal effectiveness
■Identifying hidden drivers and unconscious influences
■Developing persuasive power
■Preparing strategically
■Managing information
■Dealing with difficult people
■Managing team negotiations
Testimonials
■"Content highly relevant. I will be using the material, tools and models in my role."
■"Great! Jane is obviously experienced, well prepared and passionate about the subject."
■"Presenter was brilliant and story-telling was very valuable."
■"Fantastic! I would strongly recommend."
■"Relaxing and enjoyable. Well worth it. Great."
■"Jane was amazing, very inspirational. I really resonated with the stories and how I can apply the framework to my role. This course is only the beginning of improving my negotiation skills. Preparation is going to be key to this for me."
■"Excellent course, really enjoyed it and learnt a lot."
■"Fantastic, hands-on course. I learnt heaps! Brilliant presenter/facilitator and great bunch of participants."
■"The content of the course was presented in a manner that made it enjoyable and educational."
■"Very worthwhile course, life skills which will be used in so many areas of work and personal life."
■"Excellent use of stories. Very practical content."
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This workshop addresses the leadership behaviours of Communication and Collaboration on our Leadership Competencies Framework.
Great sales negotiators do more than just get a good price for what they have to offer. They know how to leverage all aspects of value and build strong, productive relationships with customers - relationships that will yield maximum value over many years. They also deal effectively with the inevitable glitches that occur both in customer relationships and in working with internal stakeholders.
This workshop draws on both cutting edge research and on your own personal experience to equip you with proven strategies and tools to build your confidence as a highly effective sales negotiator. It also provides an opportunity to address any specific issues about negotiation that individual participants may wish to raise.
The workshop involves a mix of theory and hands-on application of the ideas to practical exercises designed to typify real-world experiences.
This workshop qualifies for NZ Trade and Enterprise’s Capability Development Voucher Scheme.
Target Audience
This workshop is for professionals with little formal training in sales negotiation who want an understanding of different negotiation approaches, a framework and tools for undertaking negotiation, and an opportunity to practise in a safe and supportive environment.
Learning Outcomes
By the end of this workshop, you will be able to:
■use a framework and tools for both creating and claiming value in sales negotiations
■leverage your organisation’s Distinct Value Proposition (DVP)
■build productive relationships with both customers and internal stakeholders
■prepare for and undertake negotiations more strategically
■use tools for dealing with ‘difficult’ people, problematic tactics and deadlocks
■be more confident in conducting email and phone negotiations
■avoid common negotiation traps.
Content
■The implications of different strategies and tactics
■Creating and claiming value
■Structuring negotiations for optimal effectiveness
■Identifying hidden drivers and unconscious influences
■Developing persuasive power
■Preparing strategically
■Managing information
■Dealing with difficult people
■Managing team negotiations
Testimonials
■"Content highly relevant. I will be using the material, tools and models in my role."
■"Great! Jane is obviously experienced, well prepared and passionate about the subject."
■"Presenter was brilliant and story-telling was very valuable."
■"Fantastic! I would strongly recommend."
■"Relaxing and enjoyable. Well worth it. Great."
■"Jane was amazing, very inspirational. I really resonated with the stories and how I can apply the framework to my role. This course is only the beginning of improving my negotiation skills. Preparation is going to be key to this for me."
■"Excellent course, really enjoyed it and learnt a lot."
■"Fantastic, hands-on course. I learnt heaps! Brilliant presenter/facilitator and great bunch of participants."
■"The content of the course was presented in a manner that made it enjoyable and educational."
■"Very worthwhile course, life skills which will be used in so many areas of work and personal life."
■"Excellent use of stories. Very practical content."
Shopping CartLogin
Jane Chart has had extensive experience both as a trainer and practitioner in the fields of negotiation, mediation and strategic thinking. She has been involved in many high level negotiations, and has designed dispute resolution procedures in a variety of contexts in New Zealand and overseas.
Over the past 28 years, Jane has conducted training for a wide diversity of groups, including lawyers, judges, accountants, engineers, the corporate sector, government departments and community organisations. She has taught in New Zealand and the Pacific, as well as conducting seminars and workshops in Canada, the United States, Belgium and France.
Jane has for many years taught courses at the University of Canterbury in both the Faculty of Law and the MBA programmes.
Over the past 28 years, Jane has conducted training for a wide diversity of groups, including lawyers, judges, accountants, engineers, the corporate sector, government departments and community organisations. She has taught in New Zealand and the Pacific, as well as conducting seminars and workshops in Canada, the United States, Belgium and France.
Jane has for many years taught courses at the University of Canterbury in both the Faculty of Law and the MBA programmes.