Negotiating Value transforms salespeople into skilled win/win negotiators. Built on leading-edge thinking about negotiation, this dynamic, interactive learning program enables salespeople to turn every negotiation into a success. Working from the proven premise that every negotiation involves multiple dimensions of interests, the program offers a straightforward model for planning and engaging in negotiations. Negotiating Value gives salespeople the skills and tools they need to conduct negotiations effectively and resolve them quickly.
Negotiating Value helps salespeople:
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Identify the complex undercurrents in any negotiating situation
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Distinguish
the various elements of a negotiating challenge
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Understand
buyer interests that drive negotiating behaviors and outcomes
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Apply
high-impact questioning techniques to uncover the needs, issues,
motivations, values, perceptions, and ideals that create negotiating
interests
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Explore
high-value, low-cost options that increase the range of potential
solutions
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Create
solutions that address multiple dimensions of value
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Preserve
and improve relationships through cooperative negotiation
techniques
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Apply
known best practices at every stage of the negotiation
