Value Added Negotiating

Win/Win Negotiating

Negotiating is something people do every day and still many are totally unprepared for the experience. Value Added Negotiating is an introductory half-day session for salespeople who are inexperienced in negotiations. This module is built around a simple idea: “Both parties must feel they get as good as they give.” Because this program is presented from a sales paradigm, salespeople quickly embrace this negotiating model. It has a street-smart, practical appeal.

Topics Covered in This Program:

Developing the win/win attitude;
The five rules every negotiator must know;
Identifying your customer’s negotiating position;
Communicating your negotiating position;
Understanding and controlling the negotiating process;
Detecting buyer games, gambits, and maneuvers;
Maintaining your win/win focus during conflict;
Responding to difficult situations;
The Do’s and Don’ts of Win/Win Negotiating.

The Bottom Line:

Your salespeople will negotiate better deals for your company and the customer.
They will create environments that promote long-term, trusting relationships.
They will embrace the win/win philosophy.

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