Win-Win Negotiations

How often do sales people hear - What deal can you give me, Let's split the difference, Can I have the volume discount even without buying the volume, I want a credit, I'll sign the agreement if…., How much can you sharpen your pencil?

These are just a few of the many situations sales people negotiate through on a regular basis. Win-Win Negotiations helps to make these encounters better with longer-lasting sales agreements that work.

Often revenue losses occur when sales people aren't either prepared, confident, or comfortable negotiating. In addition, sales managers find themselves investing valuable time to reach an agreement with a customer after the sales representative has attempted, unsuccessfully, to resolve an issue.

The Right Tools and Techniques

Win-Win Negotiations is about achieving sales goals with the use of successful negotiating strategies. It focuses on how to "create value" for mutual gain, build profitable long-term relationships, separate people from the problem, and use objective standards to resolve differences about who should get what. As a result of this workshop, sales representatives gain the tools to prepare for a variety of situations and many of the other day-to-day interactions that require negotiation skills.

Let us never negotiate out of fear, but let us never fear to negotiate.
John F. Kennedy, 1961

BATNA - Best Alternative to a Negotiated Agreement - is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In.

BATNAs are critical to negotiation in order to make a wise decision about whether to accept a negotiated agreement unless you know what your alternatives are. Having a good BATNA increases negotiating power. This negotiation process turns ordinary situations into the most successful outcomes.

Sales people will:

1. Work better deals more quickly and efficiently
2. Get people to the table
3. Avoid concessions and decrease your losses
4. Exceed your aspired outcome values
5. Employ methods of fairness
6. Tame the most difficult negotiating situation
7. Build long-term business relationships

With their new negotiation tools sales people will spend much less time resolving problems, going back and forth on negotiations and much more time selling!

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