The document announces a sales negotiation workshop presented by Thomas Ekalle and Kenneth Sighan. The workshop will cover the three dimensions of negotiation: process, relationship building, and reconciling successful negotiation with customer loyalty building. Attendees will learn techniques like maintaining a balance of power, understanding the difference between selling and negotiating, allowing room for maneuvering, and steering meetings to successful conclusions while reassuring the other party and trading off rather than giving away.

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