Teach yourself how to conduct buying negotiations.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents the posts in part thirteen - conducting buying negotiations.
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Part Thirteen - Conducting Buying Negotiations
Conducting a buying negotiation - overview. 13.0
Recognising the transition to a buying negotiation. 13.1
Negotiation transition signals and what to do about them. 13.11
Negotiation case study - secrets and lies. 13.2
Negotiation case study - the buyer's perspective. 13.21
Car sale negotiation exercise outcomes. 13.22
Car sale negotiation paradigm - combat or collaboration? 13.23
Negotiation tricks and ploys. 13.24
Negotiation tricks and ploys that I have experienced. 13.25
Negotiation tricks and ploys - a universal counter ploy. 13.251
Negotiation tricks and ploys - the provisional agreement. 13.252
Negotiation tricks and ploys - the ridiculous offer. 13.253
Negotiation tricks and ploys - either or. 13.254
Negotiation tricks and ploys - intimidation. 13.255
Negotiation tricks and ploys - deadlines, delays, and 11th-hour crisis. 13.256
Negotiation tricks and ploys - amnesia. 13.257
Negotiation tricks and ploys - undermining your value. 13.258
Negotiation tricks and ploys - abuse. 13.259
Negotiation tricks and ploys - inflated requirements or quantities. 13.2510
Negotiation tricks and ploys - silence. 13.2511
Negotiation tricks and ploys - nibbling. 13.2512
Reasons to avoid using tricks and ploys. 13.31
Negotiation preparation - value margin. 13.32
Negotiation preparation - critical information. 13.33
A formula for effective negotiations. 13.34
The manner of negotiation exchange. 13.4
The best approach to negotiation exchange. 13.41
How to get your questions answered in a negotiation. 13.5
How to get your questions answered in a negotiation through WIIFT. 13.51
How to prioritise the other side's needs in a negotiation. 13.52
When and how to manage the process of exchange in a negotiation. 13.53
How to influence the other side in a negotiation - listening skills. 13.6
How to influence the other side in a negotiation - listening with eyes. 13.61
How to influence the other side in a negotiation - habit five. 13.62
Influence others in a negotiation through reflection, paraphrasing, and testing questions. 13.63
Positive and negative behaviours in a negotiation. 13.64
How to influence the other side in a negotiation - rule of three. 13.65
Breaking impasse in a negotiation - problem-solving. 13.7
Breaking impasse in a negotiation - creativity. 13.71
Breaking impasse in a negotiation - consolidation. 13.72
Conducting a buying negotiation - summary. 13.8
If you need to get better results from buying negotiations or improve your negotiation skills, we can help. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.