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Collaborative Negotiation Virtual Training Track

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Collaborative Negotiation Virtual Training Track
Develop and apply power to protect margins and elevate customer relationships while preserving your own credibility, the integrity of your products and services, and the profitability of your organization.

The Collaborative Negotiation Training Track provides the strategic thinking, processes, and skills that are required for participants to guide customer negotiations in ways that can elevate the level of relationships, accelerate the customer decision process, effectively respond to customer tactics and demands, and manage the entire negotiation process in ways that ensure  mutually rewarding outcomes.

The Negotiation Virtual Training Track includes four modules:

  1. Elevating Levels of Relationship and Negotiation 
  2. Creating Influence and Power throughout the Customer Decision Process 
  3. Managing Customer Tactics to Protect Brand and Margin and Avoid Costly Concessions 
  4. Managing Negotiations in Ways that Create Equity and Balance

Targeted Audience:

Sales, support, and service professionals, managers, and executives.

The Learning Process:

The Consultative Negotiation Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.

All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.

Performance Objectives:

Participants will be able to:

  • take a principles-based approach to all customer interactions
  • elevate the level of relationships and negotiation from competitive to cooperative and ultimately to collaborative
  • understand how perceptions drive the way customers approach power in negotiations
  • identify and understand negotiating challenges and opportunities as they occur throughout the customer buying process
  • influence customer perceptions, attitude, and behavior
  • build core and personal power within accounts in advance of contractual negotiations
  • recognize tactics and respond in ways that preserve and elevate the relationship
  • understand the real needs behind customer demands
  • reduce concessions
  • reach agreements with customers that produce equitable or optimal value for both parties
  • support and protect the legitimacy of the organization’s policies and procedures
  • bring business to closure with optimal return for all parties
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