The difference between where your company stands with regards to competition in many cases is your ability to actually negotiate profitable deals. Most sales people think the only negotiable term is the price, often leading to deals that may on the surface look profitable, however other valuable terms not taken into consideration result in serious margin decay and back end problems.  

In a successful negotiation both parties gain something of value, but more often than not one party wins more than the other. Generally the party that has mastered the art of successful negotiation walks away from the table with what they expect. 

The key component to successful negotiation is knowing what you want, and having the proper level of expectation to get it. Clearly determining up front what your bottom line is, allows the skilled negotiator the ability to close the deal or get up and walk away from the table reducing the problems associated with badly constructed deals. Unless you master the ability to walk away, you have not reached the level of master negotiator.

  Course Overview
This course explores why some salespeople consistently succeed when negotiating and why most are consistently defeated. It also explores why those that are defeated on a consistent basis make substantially larger concessions than necessary.   

Course Objectives
At the completion of this course you will be able to:

• Explain how to negotiate effectively to get what you want on your own terms while maintaining a positive relationship.  
• Describe how to shift the burden of pressure to your prospect while maintaining interest in the process. 
• Demonstrate the art of "the willingness to walk away". 
• Explain how to utilize proper negotiations to increase sales in a negative economy.
• Describe how to negotiate price, important terms and how to accelerate the close of the deal. 
• Demonstrate how to clearly differentiate yourself, company and service to leverage your negotiating power and minimize price concessions through proper quantification. 
• Explain how to uncover and meet your prospect's expectations without disclosing your own. 
• Demonstrate how to negotiate with the various types of buyers (behavioral negotiating).   

The course will be delivered via a combination of the following:

• Course content 
• Lecture 
• Negotiation skill and attitude analysis to determine each manager's current level of effectiveness 
• Questions that require individual and group participation throughout the course followed by executable strategies in response to the issues brought up during the group discussion 
• Questions that require written response and open discussion regarding the "Seventeen Negotiating Strategies" 
• "What I Have Learned" assessment

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