We have a word for people who think Negotiation is dropping their price,
tossing in bonus units or giving away traditional “value added”:
Victim.
What you don’t know about negotiation really can hurt you.
There must be as many misconceptions about negotiations as there are about selling. Here are just four of the misconceptions that send salespeople off in the wrong direction:
1. The purpose of a negotiation is to win.
2. The focus is to defeat the other party.
3. It really comes down to just one thing: Price.
4. Negotiation is a key element in selling.
Sellers hurt themselves, their company, and even their clients by not knowing how to negotiate. Too many sellers fail to get the order (or a good order) because of insufficient negotiation skills. Now there is something you can do about it…
CoLearn's Win-Win Negotiation Course
In this short-form course, sellers will learn…
- How the Win-Win Matrix works and why Win-Lose and Lose-Win never remain that way for long.
- The difference between Competitive and Collaborative negotiation styles.
- How to lay the groundwork for Win-Win-and why negotiation need not be a zero-sum game.
- How to deal themselves a powerful hand. (Remember: In every negotiation, the cards are dealt before the bargaining process begins; they are merely played out during the bargaining.)
- How to shift the negotiation from single-issue to multiple-issue.
- How to convert Positions into Interests-and the impossible into the possible.
- How to use their list of Differing Interests to create a Win for the company and a Win for the client.
- How to plan non-price concessions so as to avoid price concessions.
- How to deal with the special risks that exist in telephone negotiations.
- How to recognize Competitive negotiation tactics and finesse them into a Collaborative process.
- How to use the Four Rules of Concession Making.
- How to use and benefit from the new Negotiation Planner in every important negotiation you face.
The Price of Win-Win Negotiation is just $99 a seat.
The cost of not enrolling will be determined
at your next negotiation.
Enroll Now!