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Sales and Negotiation training videos
Do We Have a Deal?
DO WE HAVE A DEAL?
The ability to negotiate successfully is one of the most important skills a
manager can possess. Whether negotiations are with other departments or
their own staff, peers or subordinates, customers or suppliers, reaching
successful agreement is good for business both inside and outside the
A practical guide to effective negotiating for ALL managers, based on Gavin Kennedy’s ‘4 phase’
approach to negotiating.
The film is based on Dr. Gavin Kennnedy's - the internationally renowned
negotiating consultant - four key phases to negotiaion: prepare, debate,
propose and bargain.
Malcolm, a young manager, is given the task of co-ordinating an office
relocation. Miriam, a supervisor, must ensure that the workforce, whom she
represents don't suffer from the move. Initially neither of them show much
of an understanding of how they can both achieve their aims using
negotiation and a deadlock is reached. Neville, Malcolm's manager, steps in
and gradually they learn about the four essential phases of negotiation and
work towards agreement.
Support Materials available: Training leader’s guide.
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