Habitual Negotiating throughout a business

Anyone can negotiate if they ‘chunk up’ enough

We train many people within business on Negotiating Techniques and Negotiating Skills. Most attendees come from the Sales discipline and enjoy the chance to ‘test’ their skills against best practice and add new skills to their repertoire.

Let us ask you a question. ‘Why are the vast majority of trainees on negotiating courses salespeople?’

The popular response is that businesses/ business owners often appreciate the difference that effective negotiating can make to the shape and outcome of a deal when selling. The salespeople who are equipped with the right skills research, prepare, plan and know exactly when to concede and how to win concessions. They appreciate the importance of credibility in a negotiation where just ‘giving way’ opens the door to the experienced buyer who automatically thinks ‘there is more where that came from!’

So if a skilled salesperson can make a real difference to the outcome and profitability of a deal where else must these skills be applied if your business is to get the best possible outcome? BUYING!

From our experience within business this is where the major void exists in terms of negotiating skills. Often Procurement/ Buying Managers have been promoted from other internal roles because they ‘know the ropes’ or ‘understand the supplier base.’ They are not necessarily that familiar with good communication skills. Through no fault of their own they have often had little/ no negotiating training and therefore cannot be expected to get the best deal for the business – how can they? But what could they achieve if those skills were trained in?

The businesses that truly set the pace ensure that they are equipped to sell skilfully and buy skilfully thereby having a positive effect on both the selling price and buying price achieved - adding much additional profit to the outcome. Are your Sellers and Buyers equipped? What difference could it make to your business if they were?

David Turner

Managing Director

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Who we have worked with

Who we have worked with: Hallmark Cards, Coca-Cola, Hasbro, Rolls Royce, Sunseeker, Mattel, MicroSoft, Argos, Auto Glym, P&G, Ferranti, FloGas, Lloyds TSB

Tinderbox Limited Registered office: Ventura House, Ventura Park Rd, Tamworth, B78 3HL, Registered in England
Company registration number 7663634
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