Purpose

By the end of this module you will be able to:

• Describe what is meant by a win-win outcome, and describe the less desirable alternatives

• Analyse any negotiation situation in terms of four possible outcomes using a win-win matrix

• Use the technique of ‘Perceptual Positions’ to improve the results of your negotiations.

Benefits

Win-win outcomes don't just get the sale they also goes someway toward getting future sales. So learning how to judge what will be positive for both sides is a key negotiation skill.

Related Solutions

Audience

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

Learning method

Two part activity involving a real life case study, and a walk through of one of your past negotiations putting into practice your refined skills.

Time to Complete

Length

pages

Participants

Price

(inc. VAT)