Sales Negotiations: Negotiation Execution CD-Rom Training CBT

Price: $179.00

Online Training Course ID: 44547

Training Course Description / Outline

Sales Negotiations: Negotiation Execution Computer Based Training students will learn about the negotiation process, the key players in a negotiation, and ways to maintain control of the negotiation. Additionally, this course covers guidelines for dealing with difficult people and strategies for dealing with less-than-ideal scenarios and outcomes. After completing this course, you will be prepared to negotiate successfully with people in a variety of roles.

Learn To

• Understand who may be involved in a negotiation, how you can build relationships for effective negotiation, and the negotiation process.
• Learn ways to understand both verbal and nonverbal communication from the other parties as well as methods for controlling your own signals.
• Understand power as it relates to negotiation and ways others may attempt to abuse power or trick you.

Training Audience

The target audience for this course is experienced sales professionals and sales managers with a fundamental understanding of conducting a sales call and selling techniques. It is recommended that individuals have completed course series 44501, 44506 or have equivalent knowledge.

Total Training Time

2 to 4 hours

Training Objectives

Unit 1: Practicing Effective Negotiation

• Learn strategies for dealing with difficult people.
• Learn ways to earn the respect of other parties.
• Recognize negotiation roles.
• Recognize the steps of the negotiation process.
• Learn guidelines for handling an unsuccessful negotiation.

Unit 2: Interpreting Negotiation Communication

• Learn ways to control your body language.
• Learn ways to regain control of a negotiation.
• Recognize the process for diffusing a difficult situation.

Unit 3: Managing Negotiation Challenges

• Learn methods for diffusing a power struggle.
• Learn the process for countering negotiation tricks.