NEGOTIATION SKILLS - Mercuri South Africa
Whilst the course is primarily aimed at those in everyday buying and selling roles, it will be of equal benefit to other managers involved in commercial negotiating such as accountants and those responsible for buying in services for the company
Whilst the course is primarily aimed at those in everyday buying and selling roles, it will be of equal benefit to other managers involved in commercial negotiating such as accountants and those responsible for buying in services for the company
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Taking Sales to a Higher Level<br />
Negotiation Skills<br />
Whilst the course is primarily aimed at those in everyday buying and selling roles, it will be<br />
of equal benefit to other managers involved in commercial negotiating such as accountants<br />
and those responsible for buying in services for the company.
Negotiation is a major factor in<br />
profitability and when handled<br />
successfully makes an immediate<br />
and measurable improvement to<br />
the bottom line. This course will<br />
equip salespeople and buyers<br />
with a clear understanding of the<br />
negotiating process and the<br />
essential strategies, techniques<br />
and tactics necessary to achieve<br />
the very best deal for your company,<br />
whilst always maintaining a<br />
win-win situation.<br />
Delivery Method<br />
To maximise efforts, delegates will study and review some course theory elements in advance. Facilitation during<br />
the training is participative in nature. Evidentiary learning is enabled by the unique facility. It presents an opportunity for<br />
participants to immediately reflect on their achievements and respond to their individual strengths as recorded during<br />
role plays. The emphasis is on self-discovery and an increase in self-awareness. Experienced <strong>Mercuri</strong> International<br />
facilitators share feedback with participants in a focused environment where good working habits are highlighted with<br />
live examples – for implementation of the new techniques and behaviour in the workplace. Growth at its best –<br />
behaviour change.<br />
Outcomes of this course<br />
1. Improved outcomes<br />
from negotiations<br />
2. Maintaining relationships despite<br />
the tough nature of negotiations<br />
Course Content<br />
• Introduction and Objectives<br />
• The Negotiating Process<br />
• The Preparing Phase<br />
• The Discussing Phase<br />
• The Proposing Phase<br />
• The Bargaining Phase<br />
• Agreeing to Agree<br />
• Personal Plan of Action<br />
Testimonials<br />
“Our sales are up significantly and our business is once again profitable”<br />
“Opening new ways to deal with customers in order to get bigger and better business”<br />
“It has equipped me to close deals much better and more strategically”
The Venue<br />
The training takes place at <strong>Mercuri</strong> International House,<br />
73 Studio Park, 5 Concourse Crescent, Lonehill, Fourways,<br />
situated in a secure office park.<br />
Contact<br />
T +27 11 465 7044<br />
E info@mercuri.co.za<br />
“The procurement people are constantly being trained<br />
to negotiate better. To achieve growth, sales people<br />
must do even more.”<br />
Some local customers
Taking Sales to a Higher Level<br />
Established in Sweden in 1958, in <strong>South</strong> <strong>Africa</strong> since 1991<br />
Offices in 44 countries<br />
The effectiveness of sales people are enhanced through bespoke development solutions<br />
World class sales competence assessment technologies<br />
Our 5 step development model<br />
<strong>Mercuri</strong> International is one of the world’s largest sales performance consultancies.<br />
We have more than 50 years’ experience in helping companies implement strategies<br />
and achieve powerful sales results around the world.<br />
www.mercuri.net
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