Value-Added Negotiating

Negotiate Value Instead of Price
Virtual Edition

Negotiate Value Instead of Price - Virtual Program

Objective

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

understand common negotiating tactics and how to effectively counter them.
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.

Course Synopsis

The how-to's of negotiating are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Attendees gain a working, usable knowledge of financial approaches and cost justification techniques used to counter price objections by selling value. Stress is placed on pre-call preparation and the use of a proven tool, the Situation Analysis. Attendees are coached before tailored live interactive calls and their performances are individually discussed afterward. We present the concepts in an enjoyable manner to increase effectiveness via experiential learning techniques.

Negotiating Scenarios

Participants practice the concepts introduced by negotiating with an instructor using a scenario developed by their manager based on their product or service.

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.

Structure

Seven interactive on-line one-hour sessions
Two virtual Negotiating Calls with a Sales Concepts Coach
Tuesdays at 4:00 PM Eastern time / 1:00 PM Pacific time from February 16, 2021 - April 13, 2021

Price

$1,990 per attendee

Course Agenda


Session I	Tuesday, February 16, 2021 Introduction tto Negotiating Principles - Negootiating is a Process

Session II	Tuesday, February 23, 2021 How Different Types of People Negotiate

Session III	Tuesday, March 2, 2021 Tactics

Week of March 8, 2021 ~ First customized virtual negotiating call One hour (date and time determined with participant)

Session IV	Tuesday, March 16, 2021 How Questions Impact the Negotiating Process

Session V	Tuesday, March 23, 2021 Assumptions - Concessions - Power

Session VI	Tuesday, March 30, 2021 Situation Analysis

Week of April 5, 2021 ~ Second customized virtual negotiating call One hour (date and time determined with participant)

Session VII	April 13, 2021 Course Summary

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