Negotiating Value
Negotiation is a way of life in all aspects of business.
When most people hear the word "negotiation," they think of a highly competitive activity, usually focused on price. While there is some truth to this perspective, top-performing professionals in all functional areas understand that negotiating has a much broader definition offering significant challenges and opportunities.
Many of us "negotiate" all day long. Typical negotiations include:
- Responding to customer demands
- Supporting account managers
- Expanding the buying criteria
- Responding to price and other monetary-related pressures
Effective negotiating helps to grow your customer base, improve profitability and maintain excellent relationships with internal team members. This program will address these and other critical areas of interest.
- Recognize full scope of negotiation opportunities
- Change negotiation approaches based on personal traits of the other party
- Shift strategies based on his/her title
- Uncover and address underlying needs, interests, concerns (business and personal)
- 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
Planning Tools:
Each section of the program will correspond to a personalized "Action Plan," which participants will use to strategize an approach for an upcoming real internal/external customer negotiation. This ensures immediate post-workshop application of the key learning points.
Facilitation:
The topic of negotiation is one that truly requires an expert facilitator - a facilitator who possesses significant negotiation experience. We provide such a facilitator to ensure that the group has a leader they can trust and will find highly engaging.
Methodolgy:
Program methodology for, “Negotiating Value” is a combination of lecture and practice. Participants will also experience two high-energy simulations, designed to surface their personal negotiation strengths and weaknesses. Throughout the day the facilitator will make links between program content and company-specific situations, resulting in immediate post-workshop application and transfer of skills.
The program is designed to engage even the most experienced negotiators. Part of the program’s continued success is the brisk pace applied in the session’s one day format. Every minute is filled with important, easily applicable ideas and techniques
Instructor
ED LEVINE has been a training consultant since 1991. Previous to that, he was a sales and branch manager for a national computer distributorship. He went on to found a start-up company selling Computer Aided Design (CAD) systems to engineers in the Bay Area. Ed negotiated the sale of his business to a multi-national competitor after years of exponential growth. The training and consulting side of his CAD business were what Ed always enjoyed most. As a result, Ed has been involved in the training and consulting field ever since.
Onsite Delivery
Contact: info@effectivetraining.com
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| July 09 | |
Project Management: A Team Approach for Accountability & Results |
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| August 28 - 29 | |
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| September 10 | |
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| September 12 | |
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| October 17 | |
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| January 01, 2014 | |
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