Sales Negotiation an exploration of negotiation its concepts and techniques and the financial consequences.

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Presentation transcript:

Sales Negotiation an exploration of negotiation its concepts and techniques and the financial consequences

The Task Work as groups of buyers & sellers Plan your strategy aided by a computer model Negotiate Reach a WIN-WIN agreement

Time Table Familiarisation & planning Information gathering meeting Preparation of initial proposal Initial negotiation Modification of proposals Final negotiation Review & discussion

The Situation Board Negotiation New Relationship (initiated by buyers) No Current Competitor (new purchase) Generalised & Simplified But A Specific Business –An electric motor manufacturer –A steel company –Rolls of steel strip

Areas of Negotiation Price Volume Quality Shipment Size Payment Currency Payment Terms Period

Using the Microcomputer Buyers & Sellers separately have a computer model to help them assess the financial consequences of their proposals. To use this you: –Enter a team name & password –Enter the proposal(s) –Review & Compare the proposals –Display & Print –Recess for negotiation meetings

Observations Think about your objectives And those of the other party Plan carefully the information you need And the information required by the other party Plan how your meeting But be flexible Remember the computer provides financial information It is up to you to think and manage the negotiation And reach a WIN-WIN agreement!