Duration: 1hr 45mins
A reminder of the world class sales tools
What sales tools have you embedded into your day job?
The importance of negotiation planning
What are the key elements of a good approach to negotiation?
Selling versus negotiation
When is negotiation possible?
What are the key negotiation issues and opportunities?
An introduction to the IGD way of negotiation planning
The balance of power
What determines power?
Key steps to demonstrate power
How language can be used as a source of power
Interests versus positions