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The best negotiating technique is a Win/Win approach. It is called Collaboration and refers to partnering with the customer, so that the end result is a satisfactory outcome (a win/win) for both sides. This program will provide the insight and skills necessary to reach this win/win end result for small or large negotiations.
Program Length: One Half Day
Major Topics:
- Why Everybody Wins is a Successful Negotiation
- Preparing to Negotiate
- Win-Win Negotiation Checklist
- Recognizing the Prospect’s Needs and Motivation
- Collaboration: The Ultimate Negotiation Technique
- Defenses Against Buyer Negotiation Tactics
- Successfully Dealing with Requests for Price Concessions
- Practice Sessions
Benefits To The Organization:
- Focus on Value, not just Price
- Have fewer price concessions
- Enhance profitability
Benefits To The Individual:
- Be able to prepare effectively before a negotiation
- Address price objections
- Identify the prospects needs and wants during a negotiation process
- Become a more effective negotiator
Printable Version - Click Here to print a one page description of this course. (Requires Adobe Acrobat)
Also offered as an online self-paced course:
Win-Win Negotiations
 In this course we examine the negotiation process and determine the types of negotiations that cause people the most difficulty. We practice an effective negotiation process that will help you and your customer get to a win/win.
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"I am more comfortable in negotiations now.”
“I feel better equipped to address price concessions with customers”.
“Excellent program. I highly recommend it.”
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