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NEGOTIATION SKILLS
 
     
  Summary Description  
  This workshop seeks to identify individual styles of negotiation and develop specific communication skills for the purpose and context of the negotiation process. Participants will learn to successfully manage each phase of the negotiation cycle.  
     
  Methodology  
  Presentations, classroom discussion, and customized role plays with feedback from the facilitator, coaches and other participants  
     
  Target Audience  
  Business managers, relationship managers, product sales specialists, and credit staff at all organizational levels who need to improve their negotiation skills.  
     
  Main Topics  
 
Negotiating vs. selling
- Purpose
- Position
Negotiating styles
- Adversarial
- Passive
- Strategic
- Facilitating
Negotiation cycle
- Preparation
- Negotiation
- Stalemate
- Close
  Win-Win sales oriented negotiations
- Formulating plans which lead to successful execution
- Leading consultative negotiations to close deals
- Understanding the client’s position/need behind the need
- Increasing seller’s capability by building a long-term relationship based
  on trust
- Identifying “dirty tricks” and know when to decline business
 
       
 
  Duration  
  2 days  
     
   
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