Course Details

Value-Added Negotiating

Seminar: ID# 1003049
About This Course:
Improve your company’s margins by selling value-driven solutions, not price-driven solutions!

Learning Objectives

Attendees will:
  • Understand common negotiating tactics and how to effectively counter them
  • Realize that negotiating power resides with both the buyer and the seller
  • Develop a negotiating mind-set that takes the fear out of losing the business
  • Reach win-win solutions that focus on value, not price

Topics Covered

  • The Process of Negotiating
  • Aspirations
  • Power
  • Assumptions
  • Situation Analysis
  • Concessions
  • Four Negotiations
  • Tactics

Who Should Attend?

People in sales, customer service, service technicians, purchasing, and managers of people who regularly interface with customers or prospects.

The Course Structure

The seminar combines theory, practice, and personal feedback, with an emphasis on negotiating value through our unique scenario-based methods. Topics will be presented in an enjoyable manner to increase course effectiveness via experiential learning techniques.

Negotiating Scenarios

Participants practice concepts introduced by:
  • Negotiating exercises with other attendees as a buyer then as a seller
  • Negotiating with an instructor using a scenario developed by their manager based on the attendees product or service offering
After each negotiation, points are awarded using a method developed to measure success in selling value. After all negotiations, the person with the most points wins The Negotiator Award.

Course Agenda

This 2-Day seminar is presented as follows:

Day One
8:00 Introduction – Overview
9:00 Negotiating
10:00 Raise Your Aspirations | First Negotiation
11:00 Power | Assumptions
12:00 Lunch and Second Negotiation
1:15 Scoring the Second Negotiation and Discussion
1:30 Situation Analysis and Concessions
3:00 First On-Site Negotiating Call (Video Recorded)
5:00 Review of First On-Site Negotiating Call

Day Two
8:00 Third Negotiation
8:45 Scoring the Third Negotiation and Discussion
9:00 Tactics Workshop
11:30 Lunch | Second On-Site Negotiating Call (Recorded)
1:30 Review of Second On-Site Negotiating Call
2:30 Fourth Negotiation
3:30 Scoring the Fourth Negotiation and Discussion
3:45 Course Review and Presentation of The Negotiator Award
Value-Added Negotiating
Price: $2,590.00
To order this product, find a location and date that is convenient for you under the "Cities & Dates" tab.
Course Details
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