Workshops That Help People Become Great Negotiators

Stretch Aspirations

How we respond to the emotion of negotiating has a huge impact on our success. Many people ask for too little, settling for poor deals, or demand too much and deadlock.

• Set goals that can be achieved, but might stretch both parties
• Determine Starting Points and Anchors
• Establish value and rationalize goals
• Analyze the differences between your goals and theirs
• Use multiple strategies based on relationships, importance of the deal, etc.

Negotiation Skill Practice: Face-to-Face, Non-Financial Negotiation

Craft Great Agreements

The first key to good deal making is knowing what a great deal is for both parties, and how to create agreements that work for everyone.

• Demonstrate value to the other party in ways they understand
• Negotiate effectively using multiple methods
• Exchange value (trade) effectively and fairly

Negotiation Skill Practice: Using Email, Telephone, and Face-to-Face Skills

Price Increase Conversations

Great negotiators go beyond talking points to truly communicating your rationale, while still expressing an understanding of the client’s perspective. Proper messaging gives customers what they need to convey your message internally.

Negotiating Prices With Ranges

A highly effective way to present a price increase is to offer a range for the increase and then negotiate to the final amount. This module offers a variety of methods for using ranges in pricing.

How Buyers Segment Suppliers

Participants take into consideration how customers may be thinking about your products and services as they approach negotiating with you. It’s based on the cost or importance of what you sell and the difficulty of obtaining alternatives.

The Price Increase Continuum

We generally expect price increase conversations to be competitive, with buyers pushing back. This module explores ways to make the conversation more collaborative.

 The Team Challenge

Participants are divided into small groups and assigned realistic case studies, based on different types of customers. Teams prepare for and conduct customer meetings with your company leaders playing the role of customers. They are evaluated based on how well they use the skills and knowledge from the program and receive feedback from the panel and from the facilitator. The Team Challenge is designed as a contest, with teams competing against one another for cash prizes.

The Team Challenge creates a realistic—and pressure-filled—simulation of customer meetings around price increases and allows participants to practice and hone their skills in a low-risk environment before taking them out to the field.

Team Challenge Preparation

Participants prepare to meet with clients, determining strategy, roles during meeting, positioning, etc.

Customer Meetings and Feedback, Part 1

Teams meet with clients one at a time while all remaining teams and coaches observe. After each approximately 30-minute meeting, teams receive feedback from customers, all observers, and facilitator.

Customer Meetings and Feedback, Part 2

After a break, teams continue with customer meetings and feedback. Total time for the Team Challenge is approximately 4 hours.

Approaching Professional Procurement Organizations

Participants learn how procurement professionals approach negotiating with sellers seeking higher prices. Content includes: understanding the procurement mindset, how to prepare for meetings, and specific actions to take to counter resistance.

Account Planning

In this module participants create a strategic plan for at least one actual customer. If time permits they can begin crafting additional plans, but the goal is to learn a process for preparing to meet with customers that considers a longer-term, strategic approach.