Negotiate to Close: Winning Major Deals Faster.

 

The ability to negotiate effectively is a crucial business skill.

 

Mere minutes or even seconds of negotiation can make, save or lose you thousands -
even millions of dollars.

Economic and competitive pressures result in ongoing negotiations between buyers and suppliers in an effort to contain costs, or retain margin.

Gain skills to deliver you immediate results.

Negotiate To Close can bring you instant results: having an immediate impact on your business including sales margins, terms of trade, deadlines, agreed to volumes, and much more.

Written and facilitated by multi-million dollar New Zealand negotiators. They have been used to advise salespeople, employers, and procurement teams to win numerous major deals. And have also been contracted to achieve favourable negotiation outcomes on behalf of clients in New Zealand, Australia, South East Asia, and North America.  Through this programme they now pass their secrets on to you to negotiate superior outcomes.

Our two day high intensity programme is designed to assist managers and senior salespeople to improve profit outcomes from daily negotiations and major deals. The programme is packed with highly informative practical tactics to help you negotiate better deals. 

Participants have reported making or saving thousands of dollars with current negotiations over the phone during the first break on the first day of the programme due to what they had learned in just the first two hours.
  

Learning Outcomes:

•   The reality of so called, "Win/Win".
   
•   Types of negotiation, and the various styles adopted or encountered.
   
•   Preparing for major negotiations - the 3 stages: setting objectives, organising concessions,
    and research tactics; including a full framework model.
   
•   Counter terrorist tactics - the extreme form of negotiation. Includes case study of the Fiji
    coup of May 2000: What would trained hostage negotiatiors have done? Are there business
    applications? Group negotiations.
   
•   Negotiating with Asians
   
•   Understanding "Power" - it's perceptions, and it's uses.
   
•   Tactics and counter tactics - An arsenal of 35 tactics and counter tactics is supplied
    including handling of the 7 Deadly Deal Busters, and responding to price resistance.

 

Real World Learning - truly effective in delivering real world outcomes.
 

A key feature of our Negotiate to Close programme is the inclusion of in-depth simulations. In particular, the one that takes place on day two is designed to challenge even senior staff. Here participants are divided into 3 teams:  A procurement team, and 2 opposition teams competing for a supply contract. 

The exercise is realistic and subjects all parties to considerable simulated pressure over several hours while trying to negotiate a major 'win or lose' deal.

   
Expected Outcomes

•   Understanding of procurement tactics - how to identify and counter these.
   

•   Improved sales margin in competitive environments.
   

•   Other improved outcomes such as deadlines, volume, terms of trade, etc.
   

Course Format and Certificate

The two day course starts at 9am each day till 4.30 and we provide lunch on both days. Obviously there's also a great opportunity to meet and network with like-minded sales professionals (and ideally make sales!)

Upon completion of the course as part three and the final part of our learning pathway, you will also receive our Certificate of Completion - Negotiation to Close, demonstrating your ability to negotiate effectively at any level and in any situation.

Register here now to attend our next negotiate to close course