Purpose

This negotiating skills module enables sales negotiators to broaden their understanding of the sources of power available to themselves and to other parties in sales negotiations.

Benefits

Knowing the strength of your hand and estimating the strengths of that of the other card player leads to winning poker. Negotiations are similar. This activity enables you to use a simple tool to assess with some degree of objectivity the power balance within any negotiation.

Related Solutions

Audience

For sales managers wishing to develop their team, or for all those who find negotiation a required skill in the successful fulfillment of their job.

Learning method

Two part activity identifying a range of pressures within organisations that can impact on negotiations and how to assess which pressures apply.

Time to Complete

Length

Pages

Participants

Price

(inc. VAT)