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Art of Negotiating® - Everybody Wins® for Sales Agents
This 3-day Art of Negotiating® seminar will deal with the negotiation process from a sales agent’s perspective.
- Conceptual Framework
- Levels of Applicability
- Exercise in Behavioral Patterns
- Points of Agreement
- Negotiation Attitudes
- Philosophies: Win/Lose Effective vs. Everybody Wins®
- Effective Negotiation with Clients and Vendors
- The Factor of Time in Negotiation
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212-888-0053
Exercise (Case Study #1)
- Participants into negotiation groups and teams
- Explanation of negotiation problem and “secret information”
- Analysis of negotiation with reports by participants (conclusions and evaluations)
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Preparation and the Negotiation Process
- Check Lists and Map for Preparation
- Why Preparation is so Very Important
- Subject Matter of Negotiation
- Objectives
- Assumptions and Facts
- Issues and Agendas
- Positions
- What the Sales Person should always be trying to accomplish
- Needs and “Need Theory of Negotiation”
- Understanding Social Styles
- Determining the Personality of your Prospect or Customer
- Learn to Negotiate Effectively, NOT Argue
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Negotiation Exercise (Case Study #2)
- Participants into negotiation groups and teams
- Explanation of negotiation problem and “secret information”
- Explanation of Climates
- Using Assigned Climates in negotiation exercise
- Using Assigned Strategies and Tactics in negotiation exercise
- Analysis of sales negotiation with reports by participants (conclusions and evaluations), discussion of strategies and tactics (with examples), climates (defensive vs. supportive), and use in actual negotiation based on research at Negotiation Institute, Inc. Contrasting negotiation results (Case study #1 with Case study #2).
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Effective Listening in Negotiation
- Analysis of different types of listening
- The Art of Listening
- How to become a “Nondirective” Listener
- Two Rules for Becoming an Effective Listener
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Questions and Negotiation
- Three Types of Questions Sales People should ALWAYS ask
- Five Functions of Questions
- Advanced Questioning Techniques
- Using Questions to Control the Negotiation
- Question Map and Matrix
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Non-Verbal Communication
- Relevance in Negotiation
- “How to Read a Person Like a Book” - Reading Specific Gestures, Feelings, and Mannerisms
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"Meta-Talk" - Hidden Meanings in Conversations
- Specific meanings behind speaker’s words
- Understanding Customers and Prospects
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Negotiation Questionnaire
- Self-evaluation of individual negotiator
- YOU Control How SUCCESSFUL You are
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Conclusions of Sales Negotiation Program and Skills Improvement
- Reasons why many negotiations fail
- Why you will be a better negotiator after this program
- Understanding Trial Closes
- CLOSING the Sale
- Five PROVEN Techniques that MUST be Memorized to become successful
- Overcoming Customer or Prospect Objections
- Understanding VALUE
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