BHETA Negotiation Skills Programme by Selling Interactions

This engaging two-day training programme, developed by Selling Interactions, BHETA’s Business Support Provider, is designed to provide practical skills and real-world insights. This course will help you become more confident and effective in your commercial negotiations.

Who is this for?

This programme is designed for managers and salespeople who have to negotiate prices and terms with buyers and suppliers.
Please note, this programme is only available to BHETA members.

What will you learn?

As a result of attending the training, participants can expect to be more confident and effective in commercial negotiations. This will include securing better terms, resisting requests for concessions and discounts, and knowing when to concede, and when to hold firm. Sessions will cover topics including:

• Negotiation preparation.
• Communication skills required for effective negotiation.
• Recognising and adapting to different negotiation styles.
• Dealing with tactics.
• Mapping power & dependency.
• Politics and influence strategies.

Format

A two-day, practical, classroom-based training session divided into four blocks each day, held at BHETA HQ in Birmingham (Federation House, 10 Vyse St, Birmingham B18 6LT).
Day 1 (October 14)

1. Preparing for commercial negotiations; The matrix and principles of using a matrix.
2. Live negotiation practice using a matrix.
3. Essential communication skills during negotiation; Understanding needs and outcomes.
4. Managing challenges and objections during a negotiation.

Day 2 (December 15)

1. Negotiation styles and personality.
2. Negotiation tactics and ways to manage them; Power and politics in negotiation.
3. Power and dependency; Analysis of power; Increasing our power.
4. The negotiation briefcase; A tool to ensure perfect preparation.

Costs

The programme fee is £1045 + VAT per person.

Cancellation Policy

Please note that cancellations are only possible a minimum of one month before the start of the programme.

About Selling Interactions

Selling Interactions is an international research-led B2B sales excellence consulting and training organisation set up in 2010 with a very simple philosophy – search relentlessly for sales best practice and use the insights to help clients improve their sales organisations and ultimately their sales.
Selling Interactions’ training is grounded in extensive, evidence-based sales research, ensuring that your team will benefit from the most effective, up-to-date sales approaches. With a fantastic network of experienced consultants, Selling Interactions brings together professionals who have already achieved success in their careers and transitioned into consulting and training to help others excel. All of their consultants remain active in sales today, meaning they are practitioners who offer practical, real-world insights, not just theoretical knowledge.

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