Managing Negotiations – Working Below the Line

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.

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