Managing Negotiations – Working Below the Line
Learn the framework for responding to customer demands in a way that preserves and strengthens the relationship, even is a concession is made.
Participants learn to manage concessions and non-concessions, the importance of providing strong rationales for their decisions, and responding with appropriate counter-demands. They learn to do all of this in ways that preserve – and can elevate – the level of relationship.
Participants learn to align with their customer throughout the entire negotiation process. They learn specific skills to Align, Adapt, Assert, and Assure throughout the process, in order to bring equity and balance to the negotiation and the relationship.
The Learning Process:
Managing Negotiations – Working Below the Line can be delivered as a single 60- to 90- minute Virtual Instructor-Led Training or it can be combined with others to create a custom solution.
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