Briefing for case study negotiation. Preparation of opening positions. Teams work to develop their negotiation strategy and meet to discuss opening bids and areas for negotiation. DAY 2 - Commence 8.30 a.m. Meetings to set negotiation stances.
Teams conduct further meetings.
Buying team make decision to buy. Final negotiation phases. Sales teams present on their strategy. Workshop critique and discussion. The duration of the workshop can be extended to include more detailed negotiations and emphasis placed on other sales skills related to the sales process.