High Value Sales Negotiation

Training specifically aimed at Sales Negotiators and for MDs, GMs, Managers, Team Leaders, Key Accounts Managers Marketing Managers, Business Developmenrt Managers and Sales People involved in Tough Negotiations

Next Courses


Johannesburg - 1 & 2 July 2015

Oaklands Inn

236 Oak Avenue, Ferndale, Randburg·


Cape Town -  29 & 30 June 2015

The Studio

24 Southfield Rd, Plumstead, 7800


Durban - 8 & 9 July 2015

SICA's Conference Center

19 Owen Ave, Berea, 4091

The investment for this 
Workshop is R6450 plus vat.


 By Richard Mulvey

It is said that E.H.Harriman, an American Legend in road building, once declared "Let me be one of 15 people round a table and I will get my way". Is this true? I have no idea, I never met the man. What I do know is there are many people I have met who just seem to have the same knack. Is it luck? Not at all.... it is a skill, Negotiation Skill.

Negotiation skill can be learnt but mastering the art needs proper training and practice. Mastering your negotiation skills will bring you measurable bottom-line results. Very often in negotiation you do not have time to consider, you are called upon to make an instant decision that may change your business fortune. Mistakes made in negotiation can be costly and in this two day course we not only provide the skills but also give you an environment to practise the skills to make sure they stick.

The best negotiation results are achieved when you consider not only your position but also that of your negotiation opponent. This kind of negotiation technique is known as Win-Win or collaborative problem solving and is proven to be far more effective in getting the best results and preserving the relationship. This two day training includes practice and role play to ensure that the skills are embedded. If we are not skilled negotiators we are not skilled sales people

Course Content

Session one:

  • Discovering the essentials of effective negotiation
  • Learning the key elements of a successful negotiation to ensure Win-Win solutions. - Own Objectives - Other persons objectives
  • Creating a sound negotiation framework
  • The Key to conflict resolution

Session two

  • How to waste less time and get better results
  • Preparing for a Negotiation
  • SWOT Analysis
  • Starting with clearly defined objectives
  • Preparing your own checklist to include - Your NDA (No Deal Alternative) - Setting Goals - Supporting your argument - Analysing the other party

Group Exercise

  • Prepare a draft checklist for your organisation
  • Discussing techniques to draft a negotiation plan and agenda

Session Three

  • Deal or No Deal - Discover what Win-Win really means
  • Mastering different negotiation techniques for different business deals
  • Developing a Win-Win strategy 
  • Examining the pitfalls to avoid in Negotiating
  • Building "partner" relationships
  • Recognising the power of strategies

Role Play

  • Putting together negotiating strategies
  • The $2 game

Session Four

  • Ensuring both parties are on the same page
  • Listening Assertively
  • Respect and Trust
  • Brainstorming sessions
  • Negotiation Shield
  • Learn when to say no
  • What is a good deal

The course is designed to be highly interactive. There will be negotiators from many different industries on each course so we will all be able to learn how others solve sales problems and motivate sales teams. To ensure that there will be time for everybody to contribute we will limit the number of people on the course to twenty.

The investment for each trainee is R6,450 plus VAT with 10% discount if three or more individuals book from the same company.

Click Here to Register Now

Workshop Availability

The public courses are available in Johannesburg, Cape Town and Durban, but the course can also be constructed to fit your needs and run on your premises if required.

The advantages of running the course on your own premises include:

  • The use of examples in your industry
  • The course can be adjusted to focus on your company's needs
  • You can set the dates to suit you work patterns.

For more details and a quote make contact here


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