Course Objectives

By the end of the course, participants will be able to:

• Prepare and manage effective negotiations
• Employ the concessions management process with minimum loss while preserving good relationships with the counterparty
• Assess their own negotiating strengths and weaknesses and those of the other side
• Use a range of negotiating tactics and master the rule of halves
• Devise long-lasting and mutually profitable agreements on a timely basis
• Prepare and manage team negotiation

Target Audience

Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, and others who are involved in commercial and negotiation activities at all levels of the organization.

Target Competencies

• Handling rejections
• Flexibility and gaining commitment
• Initiative
• Intuitive decision making
• Leading others
• Active listening
• Persuasion
• Problem-solving