How to become a better negotiator
This learning path will give you the answers and much more. Improve your negotiation skills by understanding the different stages in a negotiation process and how to treat them. To effectively handle the complete negotiation process, discover this interactive learning path and become a better negotiator!
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Interested? Read through the product sheet! Whether you’re interested in one topic or path, or several – we make sure your training fits your and your organizations needs.
Delivery format
100% digital or in combination with face-to-face or virtual classroom.
Videos, exercises, questionnaires, downloadable documents, and open forums to connect with the community. All materials are compatible with laptops, tablets, and smartphones.
Program overview
- Prepare
Prepare for a negotiation, applying the five principles of The Harvard Negotiation Concept, analyzing the variable components in terms of costs and value, determining needs and wants in order to define a strategy, and identify how compatible the salesperson’s and customer’s interests are - Discuss
Develop credibility during the discussion phase of the process, focusing on the key information for the negotiation. Discover how to build the right relationships, understanding the value of the negotiation elements and clarifying positions and interests - Propose
Prepare a proposal which considers the value of the offer to the customer, the urgency of implementation of the solution, the variables and fixed components as well as the customer’s position and interest - Bargain
Reach a final agreement based on good preparation, discussion and understanding of each party’s situation. Focus on tactics that can be used to deal with customers, ploys that customers use and the importance of moving the balance of power towards the salesperson, in order to obtain a positive outcome
Negotiation training – quick answers
What is negotiation training?
Training that will teach you various techniques to master difficult negotiation situations. Essential is to understand the counterparty, as well as your own negotiation aspects. Negotiation training
What sales training formats are available?
Mercuri International is with you every step of the way to reach Sales Excellence. We deliver sales training based on your needs. Sign up for a single, individual online training path, or customize a sales training program according to your organisations needs. We offer both face to face and virtual training programs, that can be incorporated in the flow of your employees work. Read more
What do I have to consider when negotiating?
Consider your and your party’s goals, trying to find possible compromises and alternative solutions. Keep the timing and context in mind, being always conscious of your emotions. Preparation is for sure crucial.
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