Core competencies for Creating and Claiming Value:
| Segment | Core Competency | Participants will be able to: |
| Day 1 | Prepare and plan for negotiations by using a reliable and repeatable methodology. | - Open and maintain healthy dialogue.
- Start with a position of strength and confidence by asking effective questions.
- Develop and articulate a clear rationale for your position, and use that rationale as an anchor at the beginning of your negotiation discussion.
- Determine your walk-away point—the point at which another alternative makes more sense than the current one.
|
| Day 2 Morning | Identify and prepare for predictable pushbacks and tactics.
| - Use carefully prepared points of persuasion, options, and alternatives to negotiate pushbacks.
- Avoid or neutralize tactics and games.
- Manage fears and pressures during the process.
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| Day 3 Afternoon | Handle changes in scope and avoid inappropriate give-aways or discounting.
| - Ask for fair value exchange by never giving something for nothing.
- Never give something for nothing.
|
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