Onsite Course Description

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Negotiating Value with Customers

Length
1 day

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 in order 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

Planning Tools

Each section of the workshop corresponds to a personalized Action Plan, which participants use to strategize an approach for an actual upcoming internal or external customer negotiation. This ensures immediate post-workshop application of the key learning points.


Reviews

The instructor was excellent and engaging. The discussion and practice of framing a theme and repeating the theme of value will greatly assist me in working through future negotiations.– J&J Lifescan, Strategic Marketing Director

The use of case studies specific to our job roles and company really made the content resonate with the group. Great session.– Informatica, Data Analyst



This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.