Practical Negotiating™

Tools, Tactics & Techniques

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Practical Negotiating Skills™ for 

Sales Professionals Workshop

 

OVERVIEW

 

Sales people encounter increased competition, adversarial tactics, reverse auctions and other challenges from clients/customers.  This two-day workshop is designed for seasoned sales people and focuses on negotiation skills and techniques that ensure high quality agreements while building client relationships.  In fact, anyone involved in client contact would benefit from learning to negotiate more effectively. In this workshop, you will have a chance to assess your Negotiating Style and build the skills to reach a win/win outcome. By focusing on your own real client situation, you explore how to develop a negotiating strategy and to select and use the most appropriate tactics. In addition, you will develop creative ways to exchange currencies other than price/rate to negotiate effectively.

 

OBJECTIVES

  • Assess your negotiation style and build flexibility in using alternative styles.
  • Practice the skills to reach Win/Win agreements.
  • Develop and exchange creative currencies
  • Assess and enhance power in the negotiation.
  • Manage the phases and critical tasks of negotiation.
  • Select and use specific tactics consistent with the objectives of the negotiator, and respond to adversarial tactics.
  • Plan, troubleshoot and rehearse a complex client negotiation.

 

AUDIENCE

 

Sales people, Sales Managers, Key Account Managers and any member of the sales team responsible for planning, negotiating, or implementing agreements with clients.

 

FOR INFORMATION: Call 1-781-934-9895

workshops@tomgosselin.com  

  

Practical Negotiating Skills™ for Leaders and Managers Workshop

 

 

OVERVIEW

 

In today’s complex organizational structures, leaders and managers are increasingly called upon to steward scarce resources, and to reach workable agreements to get results. This workshop focuses on negotiation skills and techniques that ensure high quality agreements while building relationships.  Whether you have to negotiate externally with suppliers and customers, or internal with resource owners you would benefit from learning to negotiate more effectively. In this workshop, you will have a chance to assess your Negotiating Style and build the skills to reach a win/win outcome. Using real business cases, you will plan and execute several negotiations.  In exercises, you learn how to distinguish between wants and needs and to become more creative in satisfying those needs. In addition, you learn how to identify, select, and execute various tactics conducive to effective negotiating.

 

 OBJECTIVES

·         Identify the types of situations in which negotiation is the appropriate technique for resolving conflict.

·         Assess their negotiation style and build flexibility in using alternative styles.

·         Practice the skills to reach Win/Win agreements.

·         Develop and exchange creative currencies.

·         Assess and enhance power in the negotiation.

·         Manage the phases and critical tasks of negotiation.

·         Select and use specific tactics consistent with the objectives of the negotiator, and respond to adversarial tactics.

·         Prepare for both formal and informal negotiations.

·         Plan, troubleshoot and rehearse a real negotiation.

 

 

AUDIENCE

 

General Managers, Executives, Purchasing Managers, and personnel responsible for planning, negotiating, or implementing both internal and external agreements.

 

FOR INFORMATION: Call 1-781-934-9895

workshops@tomgosselin.com  

 

What Participants say about the Practical Negotiating Skills TM Workshops

"The workshop was well organized and extremely creative. I will immediately see negotiation in a different light."

"Adds discipline to the negotiation process. Planning Guide really helps to structure the process by forcing you to think about it from the other party’s perspective."

"Great focus on the thought process before the negotiation starts."

 

"I discovered the type of negotiation style I have and how that style interacts with others."

 

"Role plays were very helpful and insightful.  Fun exercises."

 

"The instructor took several hours out of his evening to discuss a negotiation situation two of my compadres and I were agonizing over. His suggestions will, I feel, significantly improve our negotiating position on a $2MM claim."

 

Visit us at www.tomgosselin.com

or call 781-934-9895
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