Negotiation Cycle: The Five Phases of Negotiation

Module Objectives:

• Understand and practice key strategies to support each phase of the negotiation
• How to plan your negotiation strategy to anticipate and address any situation that might arise
• Learn to begin the conversation and build trust, in order to keep the negotiation on a positive, Win Win direction
• How to suggest solutions that invite collaborative participation from the other side
• Give and take concessions in a way that enables each side to obtain something of value as a result of the negotiation

Field Work:

• Create a “negotiation map” for three accounts detailing what steps will be taken and/or what strategies will be used during each phase of an upcoming negotiation conversation.
• Test the “negotiation map” with at least one of the three accounts.

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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