Structure:
- Self assessment: how do I perform as a negotiator?
- Structure of a good negotiation: 
        - Behavior & Attitude :
               - The negotiator profiles and how to act to each profile.
               - Negotiation Behavioral Elements: Golden and platinum rules
        - Process & Method:
               - Preparation and understanding:  Prospection and Approach
               - Exploring the options: Behavior and Posture
               - Clarification, Final Action, Assessment and Controls: Closing and post sales
- Consultive Sales and the negotiation process: SPIN Model
        - Situational Questions / Problem / Implication / Cost vs Benefit Need
 
Group activities and role/real plays

Video: tips for an effective negotiation

Pre-Work: n/a