Negotiation Training

Our public Negotiation seminars and in house Negotiations workshops are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment classes. We do offer negotiation skills training seminars to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations workshops. 

Participants in the Win- Win Negotiations class will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

 

Have you ever stopped to think why a sales negotiation can be ineffective and end up as an unhealthy conflict rather than achieving a negotiated agreement? Of course, one of the reasons is that one or both parties may adopt a competitive 'win at all costs' approach.

The result of this is that we can end up with one of three unsatisfactory sales negotiation outcomes.

Win/lose - I win and you lose

Lose/win - I lose and you win.

Lose/lose - I lose and you lose

We all know that the aim in a sales negotiation should usually be to achieve a Win/Win outcome with both parties leaving the sales negotiation satisfied with the outcome and the way they were treated. This means setting up the sales negotiation so that this can happen both through our attitude and through careful planning.

All too often a sales negotiation can turn out to be nothing more than a battle ground with each person attempting to win. Having adopted this competitive stance it can be difficult to back down. The problem is that pride can get in the way of dealing with the issues. If this happens it is quite likely that no sales negotiation agreement will be reached with both parties walking away from a negotiation that could easily have been resolved. Even worse they may stand their ground to such an extent that the lawyers get involved. This is the classic Lose/Lose scenario.

If a sales negotiation is to be successful there is a need for both parties to collaborate. This will take a lot of work and effort.

It is all too easy to blame the other person when a sales negotiation fails by blaming them for a refusal to negotiate. However, this can be overcome with insight and an understanding of how a sales negotiation work.

A successful sales negotiation depends on both sides being reasonable and this is helped through careful planning. We have to expect to compromise, but if we prepare properly we can ensure that our compromises are calculated and planned and are rewarded by compromises on both sides.

Always remember that the other party will only make a movement if you give them a reason to. This means that you will either have to demonstrate that a move is merited or that they will get something in return. For example, a seller may not be prepared to give you a discount for a single order. They may well give you a discount if you guarantee them a minimum number of similar orders over the next 12 months. This is because they are getting something valuable in return.

Wolfgang Halliwell http://www.trainerbubble.com

Sales Negotiation

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