Sales Performance Solutions

Helping Clients Succeed™: Negotiations-Creating and Claiming Value

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.
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.