28th January 2020: 9.00 – 9.30 am GMT:

Key takeaways:  Recognise your key tools of negotiation such as: Variables, Constants & Coverts.  Know your BATNA (Best Alternative To Negotiated Agreement) & ZOPA (Zone of Possible Agreement) when approaching the negotiation table.  Discover the 6 key mistakes in negotiation.  Learn 10 negotiation techniques commonly used by procurement.

Target audience:  All member levels

High Performance Negotiation

This complimentary 30 minute webinar will ensure anyone that is involved in negotiation is equipped with some key tools to be a great negotiator.

You will be introduced to the collaborative approach of WIN-WIN so that you continue a great relationship with your clients and understand some of the mistakes many make. Splitting the difference is not negotiation!

What will delegates take away from the course?

  • Recognise your key tools of negotiation such as: Variables, Constants & Coverts
  • Know your BATNA (Best Alternative To Negotiated Agreement) & ZOPA (Zone of Possible Agreement) when approaching the negotiation table
  • Discover the 6 key mistakes in negotiation
  • Learn 10 negotiation techniques commonly used by procurement

About the presenter, Stuart Lotherington
Stuart Lotherington is one of 2 Managing Directors of SBR Consulting and has been in the firm for over 14 years. He is still very much involved with his clients having dedicated 30 years to Sales Force Effectiveness. He is often asked to present at conferences all over the world on sales strategy and execution. In his time with SBR he has been engaged in over 250 client projects. They range from Google, Sir Robert McAlpine, Expedia & Facebook to numerous professional services & finance firms.

________________________________________________________________________

Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Stuart Lotherington
Managing Director
SBR Consulting