Purpose

This negotiating skills module enables sales negotiators to appreciate the relative importance of both organisational needs and personal motives in influencing negotiation outcomes.

Benefits

If you don't meet an organisation's needs you're unlikely to get in a position to be competitive. If you want to move from being competitive to being successful then you'll need to meet the individual's needs too. This activity enables you to 'wise up'.

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 the differing types of organisational need, and the sorts of personal need you should seek to discover and satisfy in the other party to a negotiation.

Time to Complete

Length

Pages

Participants

Price

(inc. VAT)