Negotiating
Imagine if...
your team's negotiation skills training could improve your position with your customer.

Negotiation Training Summary and Deliverables
- Training Deliverables: Standard work implementation of negotiation process
- Defining successful negotiations from the buyer and seller viewpoints
- Achieving rapport and trust during the negotiation process
- Improving listening skills and communication approaches
- Applying standard work to the negotiation process
- Attendees: 10-30 people per course
- Training can be performed either virtually (MS Teams) or in person
- Virtual session: 3x 3-hour MS Teams sessions with 60-day follow up
- In-person course: 2x 6-hour sessions; 1x 4-hour session with 60-day follow-up
Agenda
Day One
- Getting Acquainted
- What are Negotiations
- Negotiation Perspectives of Buyers and Sellers
- Securing the Preferred Position
Day Two
- Personal Negotiation Projects
- Listening to the Customer
- Negotiation Case Exercise
- Define the Customer’s Need
Day Three
- Review GAP finding questions
- The Goal of a Negotiation
- Identifying the Ultimate Decision Maker
- Negotiation Standard Work
- Final Negotiation Exercise
- 60-Day Negotiation Project
Pre-Negotiation Checklist Summary
- Develop how the company’s position improves with this deal.
- Ensure you have the preferred position with the customer.
- Establish a justifiable walk point.
- Develop an economic impact of each negotiation trade.
- Make sure your supervisors agree and support the walk point.
- Develop a coach.
- Prepare a list of vital questions.
- Must be negotiating with decision makers.
- Do not give anything without getting something in return.
- The goal is to improve your position, not to win at any cost.
- Maintain a positive attitude.
Develop Your 60-Day Negotiation Project
- Complete the pre-negotiation checklist for the project you listed in the homework from the previous 2 days.
- Negotiation project from Day #1
- GAP questions from Day #2
- A 10-minute 1:1 call will be set up for you to review your completed checklist
- You’ll negotiate with the customer or vendor
- You’ll report out the results to the team in 60-days (5-minute MAX presentation per person)
Contact Us
Call us at 301-846-0611
or by using the form below
