Upload
others
View
0
Download
0
Embed Size (px)
Citation preview
Sales Negotiations // Sales
Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157
By the end of this workshop participants will be able to:
OVERVIEW This hands-on two-day workshop is designed to provide participants with the mindset, skills and tools to increase their effectiveness in negotiations.
Welcome • Introduction • Learning objectives
Block one: Connecting to the journey, mindset and key concepts • Value selling refresher and gallery
walk • Mindset/beliefs conversation • Core negotiation skills • Activity: New England Eagles • Integrative vs distributive
negotiations and implications • Demands vs needs • Questioning and silence
Block two: Preparation, personality styles, biases • Activity: Last Table Standing
(competitive) • Planning tool introduction and beginning
application • Communication Styles – identification
and versatility • Source of value • Trading • Biases and implications • Opening offers and counter offers
practice
Block Three: Pulling it together, difficult situations, next steps in the journey • Fishbowl practice • Dealing with procurement • Competitive tactics and practice • Dealing with price increases • Walking away • What’s next? Workshop Close
PROGRAM FLOW: KEY CONTENT AREAS
• Identify the mindset required to effectively negotiate
• Assess yourself against the six core negotiation skills
• Analyze how buyers manage suppliers • Recognize how to move from demands to
needs
• Adjust your negotiation approach based upon another person’s communication style
• Improve your negotiation planning • Examine “give to get” and trading strategies • Identify and deal with competitive tactics