The most profitable business comes from our existing customers. The ability for sales people to keep and grow business with customers is not only dependent on excellent consultative sales skills but also the ability to negotiate effectively.

However, if you find that your salespeople are making deals, which "give away the store", or your market share is being eroded or you are finding it difficult to retain a premium price, then it is likely that your salespeople are involved more in positional bargaining rather than true negotiation.

You know positional bargaining is taking place when:

• The communication begins with different positions being taken.
• The other party is seen as an opponent or adversary.
• Relationships are seen as secondary to the deal.
• The process focuses on shifting wealth between the parties.
• Alternatives are presented and argued over.

This results in arrangements, which often leave suppliers feeling they have lost, and customers who will not see the value to their business of alternative deals.

However, if your salespeople can learn to actually negotiate effectively, you will find that the deals that the agreements that they make will be more profitable and will also be appreciated by their customers.

Next Curve Learning offers the programme "Negotiating to Yes"

This programme is based on the work of Dr. William Ury. The programme presents a method for negotiating mutually satisfactory agreements through Principled Negotiation. Dr. Ury is the co-founder and associate director of Harvard University's Program on Negotiation, and he is also the subject matter expert for this program.

The programme can be delivered either as a two-day workshop or on a modular basis via Web cast. Negotiation Planner Tools are built into the programme and can be used as the basis of optional reinforcement workshops.

This programme is suitable for experienced salespeople in any industry where:

• Repeat business depends on effective marketing.
• There is a need to retain long-term customers.
• Competition is eroding market share.
• Premium price is difficult to justify.
• Difficult customers are a frequent challenge.