Negotiations: Bargaining and Agreement
Negotiating is a natural and integral part of closing a sale. The actual back-and-forth banter or bargaining becomes easier when you have conducted thorough research and presented alternatives that target your client’s objectives. The goal is to reach an agreement that leaves both parties feeling confident that they’ve arrived at the best possible solution — preferably without bloodshed.
Some people love the bargaining phase of negotiations because of the thrill of the chase that creates an interesting give and take. Others love the excitement of competition, the challenge to get the best possible deal, or the recognition that comes with winning. Other people dislike, maybe even despise bargaining. They don't enjoy the confrontation, competition, or the feeling of losing. When you get to the final agreement in a negotiation, you want both sides to feel that they got a fair deal and be willing do business together again.
In this course, you learn to identify the key bargaining points of your client, which are non-negotiable, and which ones they're willing to abandon. You analyze proven negotiations tactics to form a clear understanding of which ones work best in specific situations. Of most value, you'll practice four principles to help you control your reactions, which will lead you to your goal of closing a sale that is mutually beneficial and will ensure a long-term business partnership.