Objective:

To sharpen the negotiation skills of salespeople to produce stronger relationships and more equitable and profitable business interactions.

Anticipated Outcome/Benefits:

Both sides must come out winners for a sales negotiation to be successful. Sales and customer service people will learn why this is important and how to accomplish it through proven techniques.

Overview:

The best negotiating technique is a win/win approach. It is called collaboration and refers to partnering with the customer, so that the end result is a satisfactory outcome (a win/win) for both sides.  Often we are found negotiating with another party who might not subscribe to the Win/Win approach and instead, might choose a “positional” strategy.  Regardless of the situation, this module will provide the insight and skills necessary to reach this win/win end result for small or large negotiations.

Teaching Method:

The facilitator will introduce the concept of win/win negotiations. Specific examples will be discussed. Collaboration, the importance of both sides coming out winners, will be reviewed as a technique. The facilitator will ask sales and customer service people to talk about negotiations that were not win/win, the problems that occurred and the end result.

The class will next complete an exercise called “Preparing to Negotiate.” This will demonstrate the importance of Pre- Negotiating Planning and provide a format for them to use after they return to the field. The facilitator will review the Negotiation Check List, which will help salespeople identify their customer/prospect’s needs and motivation.

The concept of the “Best Alternative To a Negotiated Agreement” (BATNA) will be explained.  All participants will learn how understanding their BATNA and the other side’s BATNA is critical to a successful negotiation.

The facilitator will ask the class to provide a list of the worst Buyer Negotiation Tactics they encounter. This list will be addressed and defenses against these tactics will be introduced and practiced. A common negotiation problem “I’d really like to buy from you, but your competitor’s price is lower,” will be examined and negotiated by the facilitator in front of the class.

This will be followed by a debriefing session and 3 interactive role-plays for practice.

Format:

1/2 day in-person workshop or two 2-hour live online sessions

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• Why Everybody Wins in a Successful Negotiation
• Best Alternative To a Negotiated Agreement (BATNA)
• Preparing to Negotiate Win-Win
• Negotiation Check List
• Recognizing Their Needs and Motivation
• Collaboration: The Ultimate Negotiation Technique Defenses Against Buyer Negotiation Tactics
• Successfully Dealing with Requests for Price Concessions
• Facilitator Models a Negotiation for the Class Negotiation
• Role Plays
• 30 Day Personal Action Plan
• Knowledge Assessment

“This workshop was great.  I no longer ‘cave in’ to the pressure from a customer to keep giving and giving and I am still able to get the sale.”    Scott Brockie,  Imaging Excellence

“BAM!  Thanks for the tip Michael.  When I read your article in regard to customers asking for a better price and getting us to respond with “WHY?” I loved it and was dying for a chance to use it.  As you can see from the email below, it worked perfectly!”       Kevin Walker, Fire Protection, Cronkite Supply