Win-Win Negotiations

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.

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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

• Focus on Value, not just Price
• Have fewer price concessions
• Enhance profitability

• 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

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