"In addition to using the experienced team at Channel Dynamics to develop our own internal skills, D-Link used them to develop a professional sales training course for our reseller channel. The feedback from the channel was overwhelming in terms of positive praise"
D-Link
Product Strategy Manager
More testimonials >
"The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
itX Group Limited
Marketing Manager
More testimonials >
"The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
Lexmark
General Manager Channels
More testimonials >
"I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
Optus
Channel Manager
More testimonials >
Home >
What We Do > Channel Training > Partners > Business Negotiation

Dynamic Business Negotiation

Many sales people agree to less than ideal terms because they are not sure how to negotiate. Dynamic Business Negotiation develops the skills of a sales person to negotiate the best commercial sales outcome, while building and maintaining a long term relationship

Program Objectives

At the end of this program your partners will know how to:

  • Negotiate Win/Win outcomes with customers and business partners
  • Protect the price and revenue base
  • Identify and build position models around key issues
  • Negotiate in a hierarchy of concessions
  • Adopt a greater range of strategic approaches to suit the situation

Who should attend?

Dynamic Business Negotiation is for sales executives, sales managers and teams looking for a negotiation approach where they need to achieve better commercial outcomes, while also developing long term relationships with customers.

Program Outline

  • Setting negotiation goals and building power through alternative outcomes
  • Reading the other party's strategy and adjusting your style accordingly
  • Negotiation approaches - appeasing, collaborative and/or competitive
  • Protecting and building your price and revenue base
  • Framing offers in a way that is most likely to get accepted
  • Dealing with tough negotiators
  • Digital video analysis of personal selling style (optional)

No. of participants: Ideally 8-16
Duration: 1 or 2 days (depending on whether or not video is used)

This program is completely tailored around your particular organisation, and uses real market and end-user scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry, and the problems you and your partners face. Consequently, the material covered is of particular relevance to your channel, and can be used by them the next day to increase their effectiveness.

Leading Successful Channels