Updated: 16 Sep 2017
Sales Negotiation Training
Close more deals at higher Revenue & Margins. Tool-sets to keep control.
"The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business Managers
Chinese Team Negotiation
Cross-cultural negotiation requires very detailed preparation on cultural differences. The history of business negotiation shows that many negotiations in China failed not
The Zone of Possible Agreement (ZOPA)
Zone of Possible Agreement (ZOPA) is the blue sky range where deals are made which both parties to a negotiation find acceptable.
Negotiation Blunders: Allowing Yourself to be Double-bracketed
Examine how an adversarial demand from an opponent may try to use their opening position to split the difference and always target a single figure.Learn how double bracketing is used