1. INCAM
Sales Negotiation Workshop
Presented by
Thomas Ekalle
Kenneth Sighan

2. Questions to Answer
Do you know how to tip the balance in a negotiation?
Are you fully aware of the stakes involved in your
negotiations?
Can you reconcile ‘successful negotiation’ and
‘customer loyalty-building’?

3. Sales people or sales team managers
Pre-requisites: Proven experience in sales and
negotiating

5. The Three Dimensions of
Negotiation

6. Process

7. Relationship Building

8. The roadmap of successful negotiation meetings:
- Maintain the balance of power
- Allow yourself room for manoeuvre
- Understand the difference between selling and negotiating
- Never give away: always trade off
- Be able to improvise
- Reassure the other party
- Steer the meeting

9. Conclusion: six-point checklist to the three dimensions
of negotiation
- Sell first, negotiate afterwards ... if necessary.
- If you feel like a hostage, free yourself first.
- Feel responsible for your company’s margins, not your
client’s.
- Negotiate the various terms of the agreement.
- Create a favourable relationship at the end of the contract
- Be a leader in your client relationship and not the great
soloist virtuoso when negotiating with the buyer.
- Have a mutual conclusion