Bringing More to the Table
Advanced Negotiating Strategies and Behaviors™ is based on the most sophisticated sales negotiating model ever devised. This unique program combines a proven behavioral success model with a logical planning process for sales negotiating.
Advanced Negotiating Strategies and Behaviors™ is based on the principle of learning by doing and reviewing. The preparation and planning processes and the negotiating skill sets are introduced incrementally, interspersed with simulated negotiations, each followed by a detailed review and feedback session.
Using a highly interactive format, this program prepares participants
to negotiate the best deal while still satisfying the other party.
Thousands of hours of observation and research on major sales negotiations
were used to develop this program. The results are a proven model
that helps participants plan for win-win results, while being prepared
for an opponent playing win-lose.
This format allows participants to see how their behavior compares
to that of successful negotiators, and enables them to continue
developing their skills after the program.
- Benchmarking against successful
negotiators
- Collaborating to create
win-win solutions
- Understanding the processes
people use to negotiate
- Preparing for
negotiations
- Setting the stage by articulating shared
interests
- Asking questions
to surface positions and interests
- Handling challenging
negotiations
- Defining parameters and sequencing
offers
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