NEGOTIATION SKILLS

Target Audiences

Field salespeople, sales managers, management

Course Length

6.0 hours

Overview

Negotiation is a process that can be mastered. By understanding the process for negotiation and how to find win/win solutions, salespeople can become more effective sales negotiators and build customers for life.

As your customers grow and become more sophisticated, their bargaining power increases as well. Negotiating input packages and service agreements can be even more challenging in times of depressed commodity prices, as we are experiencing today. Possessing negotiation skills is key to succeeding in the changing agricultural marketplace.

Knowledge and Skills

Participants will learn to develop and negotiate packages of products and services that meet the needs of both their customers and their business. Specifically, they will learn to:

• Describe the phases of negotiation
• Understand their customer and his/her most important needs
• Propose appropriate and mutually beneficial solutions to negotiation obstacles
• Identify common negotiation tactics
• Define your personal negotiation strategy
• Handle difficult negotiation situations with ease

Course Outline

• Defining negotiation
• What is it?
• Building trust
• How does it fit in the selling process?
• Negotiation crimes
• What does good negotiation look like?
• The negotiation process
• Organize
• Prepare
• Execute
• Manage
• Uncovering negotiation styles
• Evaluating your style
• Understanding your style
• Identifying someone else’s style
• Responding to style dynamics
• The process – organize
• Establish the team
• Create objectives
• Identify resources
• The process – prepare
• Assess the situation
• Create the negotiation plan
• Anticipate opposition
• Consider meeting logistics
• The process – execute
• Meeting management
• Communication
• Tactics and strategies
• The process – manage
• Negotiations follow-up