How to Negotiate
How confident are you that you approach negotiation with strategic and long-term intent? If we’re not well-planned, and strategic in our approach to negotiation, client dialogue can quickly deteriorate into a one-dimensional ‘price war’!
Our highly practical and participative workshop focuses participants on how to have more rewarding client negotiations and attaining that much maligned ‘win-win’ outcome.
Aligned to our core ethos of effective relationship management, this workshop shares a range of best-practices, skills, tools, and strategies which facilitate more impactful negotiations that take a longer-term view of the business relationship between seller and client.
Our workshop includes the following key learning:
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Understanding the impact of our behaviour and negotiation style on client decision-making.
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Really understanding what your clients value in a business relationship.
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Understanding what, for either party, is non-negotiable.
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Identifying your client-specific and relevant tradables.
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Creating a client-specific tradables strategy canvas for every negotiation.
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Harnessing the skill of strategic questioning in a negotiation.
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Having a clear understanding of your client’s ‘BATNAs’ in any negotiation.
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Recognising and successfully dealing with tactical negotiation by your clients.