Negotiate Value Instead of Price

This course is designed to save your company money by helping the attendees become better negotiators. Managers, service people, purchasing and sales people must negotiate value not price.

The how-to's of negotiating are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Attendees are given a working, usable knowledge of financial approaches and cost justification techniques to be used to counter a price objection by selling value. Stress is placed on pre-call preparation and the use of a proven tool, the Situation Analysis. Attendees are coached before the tailored on-site sales call and their performances are individually discussed afterwards. Topics will be presented in an enjoyable manner to increase course effectiveness via experiential learning techniques.

Participants actually have the opportunity to practice what is discussed in class. This portion is realistic and divided into two parts:

Negotiating with other attendees - where each person will be a buyer in one scenario and a seller in the next.

Negotiating a realistic tailored scenario that attendees might encounter in their daily activities. This scenario will be video taped for later review.

In each negotiation, the buyer who pays the least, or the seller who gets the most, is awarded 4 points. Other points are awarded in accordance with the selling of value via win-win methods. After all negotiations, the person with the most points wins The Negotiator Award and a "fantastic" prize. Selling value and not price is emphasized throughout the entire course.