Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

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Relationship Based Negotiating

Relationship Based Negotiating will enable you to negotiate with more confidence. You will improve the return obtained whilst focusing on achieving an outcome that maintains and nurtures the customer relationship.

We focus on negotiating in a logical sequence:

  • Unguided negotiation establishes baseline competence and confidence and reinforces the benefits of improving.
  • The relationship-based negotiating model provides a process and structure to negotiating.
  • Understanding the relationship goals of both sides to ensure the negotiation is compatible with the relationship.
  • Assessing the situation and context within which the negotiation takes place to optimise the outcome.
  • Planning your offer to make it realistic but rewarding.
  • Manoeuvring and bargaining which moves the negotiation forward towards a mutually acceptable outcome.
  • Two practice sessions using business-specific scenarios.
  • Moving forward – implementing the negotiated outcome.

Developing your Professional Negotiating skills

The 18% who said they were not confident negotiating on behalf of their organization dropped to only 3% three months after the Professional Negotiating workshop. 

Long term results improvement is only possible if learning is reinforced and refreshed on an ongoing basis. During our Professional Negotiating workshop best ways of working are agreed and documented for day to day use: 

  • Negotiation planning tool.
  • Question bank.
  • Offer component analysis.

At the end of our Professional Negotiating workshops individuals commit to personal changes on their action plans. Following workshops managers can be developed to coach the new skills in the field. Further multi media components can be delivered to reinforce learning.

What to do next?

Find out more about our next Professional Negotiation Skills course or contact us on +44 (0) 9000 800 to discuss an In-house negotiating workshop.  

 

 

Relationship Based Negotiating