An advanced Program for experienced salespeople, this two-day program provides creative techniques for reaching agreements that are beneficial to all parties involved. The principles of collaborative, needs-based negotiating are discussed and practiced. Participants have the opportunity to analyze the kind of negotiation situations they face, to explore and practice effective negotiating strategies, and to improve on their ability to reach mutual agreement.

Program Objectives

• To recognize the benefits of achieving a win-win agreement
• To develop an awareness of the attitudinal characteristics required for successful negotiating
• The become aware of conflict management styles
• To understand the five steps of the collaborative negotiation process
• To practice these skills and techniques using a real-life negotiation scenario
• To exchange ideas and experiences with co-workers.

Topics Covered:

• Understanding the value of mutually beneficial agreements
• Planning and preparing for a collaborative negotiation process
• Conflict management skills and their application in problem-solving
• Identifying the sources of power that each negotiator brings to the table
• Applying effective communication skills in the negotiation process
• Differentiating between needs, interests, and positions
• Knowing when and how to walk away from a negotiation

Program Format:

• Pre-training process includes telephone consultations with each Program participant and research of negotiation scenarios to be used in practice sessions.
   
• Two-day Program allows each participant to focus on a real-life negotiation using experiential exercise, group discussion and role-lays to apply new techniques.
   
• De-briefing and feedback process following each role-play provides the opportunity to share ideas and experiences with other sales professionals.