Negotiating on a Value Playing Field
When most people think about a negotiation, they picture a highly competitive activity, often focused on price. While there is some truth to this perspective, top-performers understand that the term “negotiation” has a much broader definition, offering significant opportunities. Technically Speaking’s definition of a negotiation is:
In this context, client-facing teams negotiate frequently, requiring a specific skills set.
- Embrace tension as a natural part of the negotiation process
- Craft compelling value propositions to increase persuasiveness
- Be assertive to ensure that both parties needs are being met
- Start as high as possible in opening positions without sacrificing credibility
- Plan concessions to increase profitability
- Help others show a “win” to their management
- Prioritize and propose low cost negotiables
- Use voice and email more productively as negotiation options
- Obtain critical information regarding goals, strategies and budgets
- Use nonverbal behaviors (including silence) to send desirable messages
- Move negotiation conversations towards seller strengths
- Differentiate between business and personal needs
- Probe fully before escalating negotiations to sales managers
- Deal effectively with “hardball” tactics
- Break deadlocks using creativity techniques
Methodology
The program is a combination of lecture, individual work, team discussions and simulations. As part of the day, participants will complete an individual negotiation planning form that will be tailored for your company.
Summary
Of all the professional development choices, perhaps the most direct choice for increasing profitability and market share is negotiation skills. In Negotiating on a Value Playing Field, participants will learn strategic and proven techniques that will help shift power back to the seller. Technically Speaking’s ability to customize course content and planning materials also will ensure a relevant and immediately applicable learning experience.