Sales Negotiation

Overview

Every time a transaction takes place where there is a need being fulfilled there is an opportunity to negotiate. It is a two-way process and an opportunity for both the seller and the buyer. This module looks at what negotiation is and how the process may differ depending on whom you are dealing with. It provides a framework for managing the negotiation process, including what you need to prepare, that will improve your chances of success.

Objectives

By the end of the course, learners will be able to:

• Review what negotiation is;
• Explore how to effectively navigate and manage the negotiation process from pre-negotiation, through discussion and reaching an agreement;
• Identify your non-negotiables and list of tradeable elements when negotiating;
• Explore the rules of negotiation and what to actively avoid;