Negotiation skills for resellers

Next course TBC - To register your interest on this course please email mark.burton@incisivemedia.com

Who is it for?

Resellers are negotiating on a number of fronts, primarily with their suppliers and with their customers. Therefore this workshop is aimed at anyone who has a role in negotiating terms, contracts, deals or any aspect of an agreement with either suppliers or customers.

This means that the workshop is of value to those in procurement as well as those involved in any aspect of selling whether it is tactical selling on the phone or strategic account management.

What is it about?

When it comes to negotiating, Resellers are in between a rock and a hard place exacerbated now by the recession.

Reseller profit margins are being threatened on two fronts. On one hand, vendor margins are under pressure which means they are looking to reduce terms with their channel networks and on the other hand reseller customers are under the hammer to spend less.

For resellers, being able to effectively negotiate whilst maintaining long term relationships has never been so important. It is likely that both vendor staff and reseller customers’ procurement
professionals will have undergone formal negotiating training which can put resellers at a distinct disadvantage if they have not been formally trained on this critical business skill.

This workshop has been designed specifically for resellers to really help them be on top of the negotiating phases of the selling/buying cycles.

What will I get out of it?

The objectives of the workshop are:

1. To provide a structured formula for negotiating
2. To achieve and win-win relationship whilst protecting margins
3. To improve long term supplier and customer relationships
4. To increase confidence when negotiating

Programme

This one day high-impact workshop effectively tackles the following areas:

Understanding the negotiating process
This module breaks down and defines what the negotiating process is and dissects it into its component parts so as to get a good understanding what a negotiation is.
A winning negotiating formula
Negotiation is a difficult and critical skill. Therefore, this module gives the delegates a practical formula for planning and handling negotiations whether it’s a one off tactical deal or a high value long term contract or agreement.
How to develop a position of strength
Negotiating is about building a position of strength so as to enable sellers or buyers to agree better terms and resist giving away concessions. This session covers 7 techniques to build a stronger negotiating position for all situations resulting in improved profitability whilst maintaining good long term buyer/seller working relationships.
Buyer techniques and how to counter them
Professional buyers are trained on many powerful techniques to gain better deals or terms. This session covers 20 different buyer and seller techniques. It helps you to see these techniques coming and see them for what they are and handle them accordingly with 10 counter techniques.
Handling demands, concessions and counter demands
A negotiation really gets started when someone asks for something over and above pre-stated terms such as price, delivery, service levels etc. This module covers methods to prevent demands being made in the first place and secondly, how to handle demands and make counter demands if any concessions are given.
How to move from win-lose to win-win relationships
Negotiating relationships are characterised by a desire from both parties to strive for a mutually beneficial relationship or not as the case may be. This module provides delegates with techniques to identify the negotiating climates they are operating in and with a structured process to move from win-lose relationships to win-win relationships.
Negotiating Action Planning
This module is a practical exercise where delegates are given a tool to conduct an audit on their negotiating position with their key prospects or customers and device an action plan to improve their position of strength.

Each session involves an overview, examples, discussions, self-assessment, practice and your own action plan for success.

Included
Tea/coffee, refreshments, lunch, workshop folder, action plan