Course Description
Learning Objectives
As a result of completing Negotiating to
Yes, participants will be able to:
·
Create mutually satisfying, optimal agreements
with customers
·
Use an efficient process to reach agreement,
including adequate preparation and skills to move the process along
·
Apply effective negotiation skills all through
the sales process and be especially effective during difficult price
negotiations
·
Get getting beyond positional bargaining and
focus on improving or protecting profitability and creating workable solutions
·
Effectively deal with dirty tricks and hard
bargaining tactics
·
Have a clear framework and common language for
building strong internal relationships to support the sale process
Agenda
This course is divided into 5 modules that are covered in a two day workshop.
Module 1 - Principled Negotiation (DAY 1)
Salespeople discover why negotiation is important by recalling how all decisions in their lives involve negotiating, recognizing whom they negotiate with, and how frequently they negotiate. They role-play a short negotiation to experience their own skills of negotiating.
Module 2 - Align the People (DAY 1)
The value of the Align People phase is to prevent people issues from getting in the way of a positive climate that can result in a negotiated agreement. Salespeople learn the importance of getting clear about their own objectives and understanding who the key stakeholders are. A video illustrates the challenges that people issues sometimes present in a negotiation.
Module 3 - Explore Issues (DAY 1)
The Explore Issues phase focuses on understanding all sides’ issues and interests, creatively generating possible options to meet those interests, and determining which options both sides accept as fair based on Independent Standards. The value in this approach lies in creating the deep mutual understanding needed for creative problem solving that will result in mutually satisfying, optimal agreements.
Module 4 - Reach Agreement (DAY 1)
The value of the Reach Agreement phase is to ensure that a negotiation either ends in a mutually satisfying agreement for both parties or in an alternative (BATNA) that meets the salesperson’s most critical needs.
Audience
·
Recognizing when negotiations are starting
·
Establishing the “rules of the game” in
negotiating situations
·
Handling difficult price-pressure situations and
increasing demands
·
Giving away profit margins in final negotiations
·
Handling tough, “tricky” tactics at the 11th
hour of negotiating
·
Maintaining a good relationship while
negotiating a good deal
When successfully implemented as a systematic, HPI solution with management support, NTY-Sales
should positively effect how the customer’s sales force can…
·
Take a proven, effective approach and apply it
to their accounts
·
Approach negotiations with a plan and an
approach that works
·
Improve
both profitability and relationships
while negotiating!