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Top tips for negotiating to a close

Negotiation skills are essential to a successful sales process. Without them you’re unlikely to get to the point of close with any frequency. Luckily, these are skills that can be learned and, once you’ve got the right perspective and honed an effective approach, you’ll be able to improve your outcomes on an ongoing basis.

Negotiating to a close – top tips

Here are our top tips for negotiating to a close:

Set out the process before you begin

If negotiations aren’t going well it may be because the roadmap for navigating through them was not defined at the start. This can be an incredibly useful way to begin a negotiation process, as it involves setting key boundaries such as when certain isues will be negotiated and what the ground rules are.

Acknowledge that the clock is ticking

It’s going to be important to identify certain milestones along the negotiation journey – and also to have a final deadline that everyone is aware of. Although you may feel like this puts pressure on you, it will also be the same for the other side who are likely to be equally under pressure to reach objectives.

Identify when it’s time to take a step back

Discussions may have gotten heated – or just gone on too long – so, sometimes it helps to take a step back from the situation and have a break. This allows time to pause and reflect, to identify what has been achieved and regroup before returning back to the negotiating table.

Consider locking out the competition

Depending on the circumstances, you might find it useful to suggest an exclusive negotiating period during which all your competitors are locked out. This can provide a useful forum in which to reach agreement but you may need to offer incentives to agreement, such as access to valued networks.

Switch your team

If you’re working with others on a negotiation and one or more is not contributing, or having difficulty with the closing, it’s often a good idea to bring in fresh talent with new ideas.

Suggest a neutral third party

Depending on the negotiations in question in can sometimes be useful to bring in an objective third party with no ties to either side. This could enable everyone to disclose to that third party – confidentially – what their bottom line really is to see whether there is any realistic potential for meeting in the middle.

Don’t quit at the close

When you reach a stage in negotiations where you potentially have agreement it’s often worth looking at a condition, such as bonuses for specific delivery – or penalties where certain objectives aren’t met.

Our Negotiating to a Satisfactory Close course is designed to help improve negotiating skills and build confidence. It will focus on the importance of creating a negotiating strategy and then being able to execute it simply and effectively. When talks don’t reach the point of close it’s often simply because negotiation skills are poor – it’s entirely possible to do something about this so that you can change the outcome of your negotiations in future.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.