In any negotiation, we never want the process to come down to one issue. Why? By definition, there will be a winner and a loser. Bredison will create customized role-plays and case studies to ensure the right tools are used to provide a mutually beneficial outcome.
This program can consist of 3 role-plays designed to teach the process of principled negotiation. The first role-play will be designed to show what characteristics, strengths, and challenges each individual possess'. (Buying and selling an automobile). The second role-play will be customized to the specific sales environment with the ability to implement the tools that have been presented throughout the course. The last role-play will be designed by each individual in the classroom. The idea is to go "live" with an actual scenario in order to develop a number of negotiating strategies to begin using on the next sales call.
The course will be divided into 2 main sections
- Pre-Negotiating Planning
- Build the business case
- Build the personal case
- Understand the win-win
- Create multiple options for both parties
- Concessions (Do's and Don'ts)
- Conducting the Negotiating Meeting
- Start the meeting with the end in mind
- Overcome and understand every objection
- End the meeting with mutually agreed upon objectives and recommendations.
Items supporting these areas will be
- Recognizing and leveraging your business value proposition
- Eliminating "Price" being the only negotiating tool
- Controlling the entire buy/sell process
- Magic Square - Understanding the "Want to have" and the "Have to have" during negotiations
- Position Pyramid - Listing both the buyers and the sellers top priorities as well as the items willing to let go
- D.I.S.C. Profiles - Understanding yourself and others through business and personal behaviors in the work environment
- Researching the Buyers Decision Criteria (Feature, Quality, Support, Investment, and Image)
- 3 Levels of Why tool - Getting to the "real" reason as to why they will or will not select your company or point of view.
- Find out there motivations behind their decision