Value Driven Negotiations

Overview – Value Driven Negotiations

The ability to negotiate well is an absolute necessity. Anyone can strike a deal by conceding, but in today’s market you can’t afford such a tactic. Change the game and turn the typical positional negotiation into a co-operative discussion. Even the toughest procurement specialists will want to do business with you again and you’ll keep your margins.

Negotiating well is in part, down to the preparation done beforehand and being able to think on your feet during the negotiation process; having the confidence to take breaks when it is advantageous to do so, to think and review position.

This course offers the latest methodologies and coaching from seasoned negotiators. You’ll also receive unique insight into how buyers think and behave.

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High Spots

Be cognisant of the psychology and process of negotiation
Prepare and commence a negotiation
Trade ‘variables’ and concessions profitably
React positively and confidently to the strategies and tactics used by the other party
Achieve win/win and maintain good relationships

Identify true customer needs and priorities
Evaluate different elements of the deal and ‘trade concessions’ profitably
Handle customer resistance and respond professionally to customer tactics
Understanding the psychology and process of negotiation
Able to trade ‘variables’ and concessions profitably
Able to achieve win/win and maintain good relationships
Use creative negotiation to differentiate yourself from competitors
Apply the Value-Driven Negotiation process to build relationships and achieve deals which are valuable to both parties.