Effective Negotiating Strategies

• Take a consultative, win-win approach to negotiations that secure long-lasting partnerships with clients
• Reframe previous or potential issues to solve impasses and create value for both parties
• Avoid deadlocks by uncovering and focusing on your client’s true interests
• Guide and facilitate negotiations with a structured 8-step process
• Effectively prepare for every negotiation by defining your goals, positions, bottom-line, trip wires, and vulnerabilities
• Create and apply concession strategies that lead to successful negotiations while maintaining profit margins

Principles of Effective Negotiation

• The negotiation style most compatible with consultative selling
• Applying the concept of re-framing
• How to determine the real interests of your client
• Building lasting and beneficial relationships with your client

Influential Negotiating Strategy

• Managing negotiations using the eight-step negotiation process
• Exploring the elements of pre-negotiation planning process
• Using compliance principles and influential negotiation tools
• Learning to build an atmosphere of cooperation and mutual trust
• Discovering keys to applying gambits and concessions

Negotiation Interaction

• Tips for successful negotiation interactions
• Conducting a mock negotiation session