Sales Negotiations // Sales

Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157

By the end of this workshop participants will be able to:

OVERVIEW This hands-on two-day workshop is designed to provide participants with the mindset, skills and tools to increase their effectiveness in negotiations.

Welcome • Introduction • Learning objectives

Block one: Connecting to the journey, mindset and key concepts • Value selling refresher and gallery

walk • Mindset/beliefs conversation • Core negotiation skills • Activity: New England Eagles • Integrative vs distributive

negotiations and implications • Demands vs needs • Questioning and silence

Block two: Preparation, personality styles, biases • Activity: Last Table Standing

(competitive) • Planning tool introduction and beginning

application • Communication Styles – identification

and versatility • Source of value • Trading • Biases and implications • Opening offers and counter offers

practice

Block Three: Pulling it together, difficult situations, next steps in the journey • Fishbowl practice • Dealing with procurement • Competitive tactics and practice • Dealing with price increases • Walking away • What’s next? Workshop Close

PROGRAM FLOW: KEY CONTENT AREAS

• Identify the mindset required to effectively negotiate

• Assess yourself against the six core negotiation skills

• Analyze how buyers manage suppliers • Recognize how to move from demands to

needs

• Adjust your negotiation approach based upon another person’s communication style

• Improve your negotiation planning • Examine “give to get” and trading strategies • Identify and deal with competitive tactics