Value-Added Negotiating

Negotiate Value Instead of Price

Objective

Help attendees improve margins by selling value-driven solutions, not price-driven solutions. Attendees will:

understand common negotiating tactics and how to counter them effectively.
realize negotiating power resides with both the buyer and the seller.
develop a negotiating mindset that takes the fear out of losing business.
reach win-win solutions that focus on value, not price.

Who Should Attend?

People in sales, customer service, service technicians, purchasing, and managers of people who regularly interface with customers or prospects.

Course Synopsis

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 used to counter a price objection by selling value. Stress is placed on pre-call preparation and using a proven tool, the Situation Analysis. Attendees are coached before the tailored on-site sales call, and their performances are individually discussed afterward. Topics are presented enjoyably to increase course effectiveness via experiential learning techniques.

Negotiating Scenarios

Participants practice the concepts introduced by:

negotiating exercises with other attendees as a buyer and then as a seller.
negotiating with an instructor using a scenario developed by their manager based on their product or service.

After each negotiation, points are awarded using a method developed to measure success in selling value. After all negotiations, the person with the most points wins The Negotiator Award.

Topics Covered

The Process of Negotiating
	Watch what you say.

Aspirations
	Achieve your goal.

Power
	Who has it?

Assumptions
	Do not defend them.

Situation Analysis
	Preparation is the key.

Concessions
	Know what they cost.

Four Negotiations
	Structured practice.

Tactics
	Seven mindless-compliance conditions.

Program Length

2 days of Experiential Training

Class Size

Minimum of 8 and maximum of 24 participants. Student-to-Instructor Ratio = 4 to 1

Structure

Theory	3.25 hours
Interactive Workshops	5.00 hours
Negotiations	6.75 hours
Personal Feedback	2.00 hours

Total Instruction:	17.00 Hours

Course Agenda

First Day


	8:00	-	9:00	Introduction - Overview
	9:00	-	9:45	Deadlock and Aspirations (First Negotiation)
	9:45	-	10:00	Break
	10:00	-	11:00	Negotiation Via Style
	11:00	-	11:15	Negotiation Scoring Explanation
	11:15	-	12:30	Second Negotiation/Lunch/Scoring
	12:30	-	12:45	Second Negotiation Discussion
	12:45	-	1:30	Logistics/Fine Tuning First On-Site Negotiation
	1:30	-	3:15	First On-Site Negotiating Call (Video Recorded)
	3:15	-	4:15	Review of First On-Site Negotiating Call
	4:15	-	5:15	Tactics
	5:15	-		Third Negotiation Introduction

Second Day

	8:00	-	8:45	Third Negotiation
	8:45	-	9:00	Third Negotiation Discussion
	9:00	-	9:30	Asking Questions
	9:30	-	9:45	Break
	9:45	-	10:45	Assumptions/Concessions/Power
	10:45	-	11:00	Situation Analysis
	11:00	-	12:00	Fourth Negotiation
	12:00	-	12:15	Fourth Negotiation Discussion
	12:15	-	1:15	Lunch
	1:15	-	1:30	Logistics/Fine Tuning Second On-Site Negotiation
	1:30	-	3:30	Second On-Site Negotiating Call (Video Recorded)
	3:30	-	4:30	Review of Second On-Site Negotiation Call
	4:30	-	5:00	Course Review and Presentation of The Negotiator Award

See our course schedule for locations and dates. For More Information On This Or Other Courses Contact Us