Value-Added Negotiating

 

Negotiate Value Instead of Price

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Objective

Help attendees improve margins by selling value-driven solutions, not price-driven solutions. Attendees will:

  • understand common negotiating tactics and how to effectively counter them.
  • realize that negotiating power resides with both the buyer and the seller.
  • develop a negotiating mind-set that takes the fear out of losing the business.
  • reach win-win solutions that focus on value, not price.
Who Should Attend?
People in sales, customer service, service technicians, purchasing, and managers of people who regularly interface with customers or prospects.
Course Synopsis

The how-to’s of negotiating are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Attendees are given a working, usable knowledge of financial approaches and cost justification techniques used to counter a price objection by selling value. Stress is placed on pre-call preparation and the use of a proven tool, the Situation Analysis. Attendees are coached before the tailored on-site sales call and their performances are individually discussed afterwards. Topics are┬ápresented in an enjoyable manner to increase course effectiveness via experiential learning techniques.

Negotiating Scenarios
Participants practice the concepts introduced by:

  • Negotiating exercises with other attendees as a buyer then as a seller.
  • Negotiating with an instructor using a scenario developed by their manager based on their product or service.

After each negotiation, points are awarded using a method developed to measure success in selling value. After all negotiations, the person with the most points wins The Negotiator Award.

Topics Covered
The Process of Negotiating
Watch what you say.
Aspirations
Achieve your goal.
Power
Who has it?
Assumptions
Do not defend them.
Situation Analysis
Preparation is the key.
Concessions
Know what they cost.
Four Negotiations
Structured practice.
Tactics
Seven mindless-compliance conditions
Program Length
2 days of Experiential Training
Class Size
Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1
Structure
Theory
3.25 hours
Interactive Workshops
5.00 hours
Negotiations
6.75 hours
Personal Feedback
2.00 hours

Total Instruction:
17.00 Hours
Course Agenda
First Day

8:00
9:00
Introduction – Overview
9:00
9:45
Deadlock and Aspirations (First Negotiation)
9:45
10:00
Break
10:00
11:00
Negotiation Via Style
11:00
11:15
Negotiation Scoring Explanation
11:15
12:30
Second Negotiation/Lunch/Scoring
12:30
12:45
Second Negotiation Discussion
12:45
1:15
Logistics/Fine Tuning First On-Site Negotiation
1:15
3:15
First On-Site Negotiating Call (Video Recorded)
3:15
4:15
Review of First On-Site Negotiating Call
4:15
5:15
Tactics – Overt
Second Day

8:00
8:45
Third Negotiation
8:45
9:00
Third Negotiation Discussion
9:00
9:30
Asking Questions
9:30
9:45
Break
9:45
10:45
Assumptions/Concessions/Power
10:45
11:00
Situation Analysis
11:00
12:00
Fourth Negotiation
12:00
12:15
Fourth Negotiation Discussion
12:15
1:15
Lunch
1:15
1:30
Logistics/Fine Tuning Second On-Site Negotiation
1:30
3:30
Second On-Site Negotiating Call (Video Recorded)
3:30
4:30
Review of Second On-Site Negotiation Call
4:30
5:00
Course Review and Presentation of The Negotiator Award

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