Countering Negotiating Tactics
Anticipate and respond to the buyer’s negotiating tactics.
iow - tactics.png

A tactic is any skillful action used to gain an end. Tactics usually occur in the middle of a negotiation during the bargaining phase of the process but not always. There are two types of tactics. Overt and covert. Overt tactics are easy to recognize and must be addressed immediately. Covert tactics are subtle and may not be recognized at all. In this workshop, we explore how to recognize and respond to the most common tactics used by buyers.

What is coming at you? What will the other party try? Part of being prepared is trying to answer these questions before the negotiation. You need to identify tactics the other party is using so that you may counter them during the negotiation.

Topics Covered
  • Be prepared to deal with price objections from prospects and customers compellingly and professionally.
  • Help participants expect and welcome various negotiating tactics customers and prospects may use.
  • Establish confidence and competence in the mind of all attendees when negotiating.
  • Identify common tactics encountered when working and negotiating with prospects.
  • Develop methods to respond to commonly encountered tactics when negotiating.
Learning Objectives
  • Understand how strong negotiators operate.
  • Know that tactics are not personal.
  • Understand how to recognize and respond to various types of negotiators
Desired Outcomes
  • Better relationships with customers.
  • Avoid becoming intimidated when faced with skilled negotiators
  • Have a plan for responding to tactics in the heat of the moment during a negotiation.

Register Now!
60 minutes. $149.00 per attendee.
Wednesday, July 10, 2024 at 11:00 AM ET / 8:00 AM PT
Click here to register.

Friday, August 23, 2024, at 11:00 AM ET / 8:00 AM PT
Click here to register.
See our public course schedule for locations and dates. For More Information On This Or Other Courses Contact Us

Subscribe to our newsletter!
Get tips and ideas to help you sell more.

Stay updated on our news and events! Sign up to receive our newsletter.