Consummating and sustaining major business relationships between buyers and sellers often involve significant investments in activities such as bid preparation, requirements evaluation, proposal development, follow-up visits, phone calls, traveling, and sales presentations. These activities, which sometimes run for several weeks or months, may eventually culminate in a business negotiation meeting.

Unlike other aspects of the sales process, negotiation is usually a non-sequential process involving different parties with divergent motives, relationships, and behaviors. Unfortunately, the success or failure of such a meeting will have far-reaching consequences on the business of the parties involved.

Successfully handling the complexity of issues, relationships, and goals involved in a business negotiation requires the possession of critical skills by business executives.

Contents

• Conceptual Overview of Sales and Negotiation Process
• Identifying Buying Signals and Sales Closing Techniques
• Understanding Fundamental Framework Influencing Business Negotiation Situations
• Identifying and Managing Stages of Business Negotiation
• Understanding and Managing Roles, Behaviors and Motives in Business Negotiation
• Business Negotiation Strategies and Tactics
• Handling Negotiation Breakdown
• Business Negotiation Closing Techniques
• Managing Post Negotiation Relationships
• Case Analysis, Group Discussion