Negotiation for a lasting partnership

Negotiations are on complex both from a people and process perspective and therefore requires training, skills and a balanced mindset. The ability to think and act collaborative in all aspects of the sales and negotiation process will increase the confidence the customer in you and your organization and you will separate from competitors.

This program provides participants with both the mindset and the toolset (process and skills) needed to negotiate effectively at the right time to reach mutually beneficial engagements and help develop and maintain long-term relationships.

• Selling versus negotiating
• Negotiable variables
• Negotiation Style: Consultative versus Transactional
• The negotiation planner
  • The moment of negotiation
  • Analysis of the situation
    • The 4 Quadrants of the Customer Relationship: Customer Value to Seller vs. Seller Value to Customer
    • Understanding the key people we interact with: personal needs, organizational needs, role in decision making
  • Negotiation strategy
    • Types of negotiation tactics and alternatives, when and how to use them
    • Evaluation matrix of alternatives according to seller and customer satisfaction
  • Mental preparation
• Conducting the negotiation
  • Negotiation positioning
  • Resolving differences
  • Exchange of alternatives
  • Deadlock management
  • Obtaining final agreement