NEGOTIATING: CHANGE YOUR VIEW, CHANGE YOUR RESULTS

Our views of negotiation are shaped by our experiences. Most often our experiences are negative. Whether its our first experience as a child when we are commanded to share with the other kids; or when we feel taken advantage of by a slick-talking lawyer. Contrary to what our feelings tell us, negotiation is a healthy and important part of everyday business relationships. Negotiation begins when we first ask a prospect to give-up some of their precious time to meet with us and hear our sales presentation.

Objectives

Participants learn that negotiation is truly the process used by two people to achieve a mutually acceptable solution that will have long term positive results for both parties.

Outcomes

• Direct the sales conversation away from price and focus it on value
• Sales margins improve with value-pricing opportunities
• Value is added to business relationships
• Customers see the significance of their relationships with vendors as real worth is established throughout the relationship