Effective leaders and sales professionals must be effective negotiators. This requires skilled questioning and information gathering. A common mistake when negotiating is the failure to thoroughly explore the wants, needs, and motives of the other parties involved before presenting solutions. Honing methods of inquiry and presenting solutions in a way in which others can see added value for them, provides a strong foundation for negotiations. Applying a proven negotiations process helps people know where they are going and how to plan for success. In this two-hour workshop, you will learn techniques such as building rapport; analyzing the actions, needs, and agendas of all parties; using effective strategies such as presenting alternatives; bargaining in good faith; and finalizing agreements so that everyone �wins� something that they want. By doing so you will be able to gain cooperation and increase the likelihood that future interactions will be positive.
� Practice methods to uncover and appeal to the different interests that are brought to the negotiation table. � Recognize where negotiations fail and use the four steps in the negotiations process for success. � Use Increase listening to uncover and clarify the needs and interests of others. � Create power questions to get the information needed from each negotiator. � Establish appropriate targets before bargaining. � Be able to recognize 12 common negotiating tactics. � Use agreement strategies to move the negotiation to finalization. � Follow the 9 principles to gain cooperation and persuade others.
Primary Competency Categories: � Communication � Negotiation Related Competency Categories: � Conflict Resolution � Results-Oriented � Customer Acquisition