Sentinel’s Situational Negotiation ™ workshops focus on the behaviours in ‘negotiation’ rather than the ‘relationship’ they represent and allow delegates to confidently handle any type of negotiation, depending upon the situation they find themselves in. The workshop is intensively trained over 2 days at one of 3 skill levels by senior ex-Buyers from top blue chip retailers and purchasing organisations utilising real life case studies of delegates to maximise recall.
Behaviours in negotiation break down into four groups and can be predicted in given situations. The groups define only style, not relationship. In today’s commercial environment the best, trained negotiators will mix the behaviours to get impact, exert control and extract money.
We would all like to believe that building relationships and being ‘liked’ will forge successful business outcomes. However, powerful buying organisations actively seek to exploit the weakness in those who seek such a ‘good’ relationship at any cost.
For each of these behaviour groups we provide the competencies and techniques to handle all of the commonly seen tactics. Our approach enables better trading environments by encouraging better behaviours more of the time whilst instilling a confidence to recognise and handle the different types of behaviours and thereby maintain control.
Our clients report a 30 fold return against the course cost within 10 weeks
This workshop is also part of the Sentinel Total Commercial Call™ Programme that combines Sentinel Situational Negotiation™ with the Sentinel selling workshop, Specific Proposal Selling™ to create a total commercial system. Click here to be taken to the programme detail.
Note that we also run open programmes in Situational Negotiation for one or two delegates. For more information click here.