NEGOTIATING VALUE WITH CUSTOMERS

DELIVERY MODE

In-Person

OVERVIEW

This workshop is designed to engage even the most experienced negotiators. Top-performing professionals in all functional areas are constantly negotiating. Typical negotiations include: responding to customer demands, supporting account managers, expanding the buying criteria and responding to price related pressures. This workshop will address these and other critical areas of interest to improve profitability and maintain excellent relationships with internal and external customers. Participants will experience two high-energy simulations designed to surface personal negotiation strengths and weaknesses.

KEY TOPICS

  • Recognize full scope of negotiation opportunities
  • Change negotiation approaches based on personal traits of the other party
  • Shift strategies based on the party’s title
  • Uncover and address underlying needs, interests and business and personal concerns
  • Shift the negotiation to a more advantageous playing field
  • Assert company and personal needs when appropriate
  • Increase the chance of a win-win perception
  • Ask more engaging and high-yield questions
  • Concede effectively when necessary
  • Confirm agreements and follow up in writing