Sales Negotiation
Course Specifications
Course number: 088982

Course length: 0.5 day(s)
Course Description
Course Objective: You will apply sales negotiation strategies when interacting with customers to achieve a mutually beneficial outcome.

Target Student: This course is targeted to sales professionals within any industry. 

Prerequisites: This course assumes students are professionals who are not new to sales and have field experience and utilize the selling process. 
Hardware Requirements
If you wish to use the overheads provided on the CD-ROM, you will need to set up a computer for yourself. If time allows and you wish to use the business simulations provided on the CD-ROM in the classroom, you will need to set up a computer for each student participating in the class. 
•	At least 512 MB of RAM. 
•	A Pentium® III with 500 MHz (or better), or Macintosh® Intel-based or PowerPC G4 (or better) processor. 
•	A monitor capable of 1024 x 768 screen resolution and 32-bit color display. 
Software Requirements
Each computer requires the following software:
•	Microsoft ® Windows Vista®, Windows ® XP (Professional or Home Edition), Windows 2000, Windows 7, orApple® MacOS® X10.4 (or higher). 
•	Microsoft ® Internet Explorer® 7 (or higher), Mozilla® Firefox® 2 (or higher), or Apple® Safari ® 2 (or higher), with pop-up blocking turned off. 
•	Adobe® Flash® Player 8 (current version recommended). 
•	Adobe® Flash® Player8 (current version recommended). 
Course Objectives
Upon successful completion of this course, students will be able to: 
•	prepare for negotiation. 
•	recognize and understand tactics, utilize counteractions, and develop strategies. 
•	negotiate an agreement. 
Course Content
Lesson 1: Preparing for Negotiation

Topic 1A: The Negotiation Process 
Topic 1B: Analyze Your Customer 
Topic 1C: Determine the Elements of an Offer 

Lesson 2: Utilizing Tactics, Counteractions, and Strategies

Topic 2A: Identify Buyer Tactics 
Topic 2B: Utilize Counteractions 
Topic 2C: Develop Negotiation Strategies 

Lesson 3: Negotiating an Agreement

Topic 3A: Develop the Offer 
Topic 3B: Present the Offer 
Topic 3C: Close the Negotiation