All-Win Negotiating System

Business negotiation, especially when you’re working contracts worth hundreds of thousands or millions of dollars, is neither easy nor simple. No, it’s just the opposite. It’s hard & it’s complex. Here’s why:

If you’re a salesperson or a relationship manager you’re caught in the middle trying to please both clients & colleagues who have competing objectives.

For example, the client expects you to live up to your “trusted advisor” moniker and fight for the lower price they want. Your company expects you to sell the value of your offering, which of course means maximizing profit.

Here's what you learn in the All-Win Negotiating System:

• How to simplify & lead complex, multi-party, multi-issue negotiations with a goal of everybody involved getting a win
• Why you have to be perceived as wanting the business (instead of needing it) and how to pull that off
• How to quickly profile all the stakeholders involved the decision (clients, partners & your team) so you can lay out an effective strategy
• How to understand the needs, wants & politics of all key players
• Separating & distinguishing between must-have & nice-to-have needs & wants
• How to reframe demands & stances from clients, prospects, partners & team members into their needs & wants
• How to create options even when the other side pushes back
• How to find common ground when there doesn’t appear to be any
• Why you want to control the process & the only time to use their process
• How to get agreement on following your process to get an All-Win outcome
• How to get mentally ready, including discovering the power you have & leveraging it
• How to navigate thru conflicting goals and pressure (both internal & external) to an all-win solution
• How to determine a least acceptable outcome (and walk-away point) for each issue before you meet with the client
• How to frame/position your offer so it’s seen as a big win for them (and better than your competitor)
• What you should rehearse (practice or role-play) & how to do it efficiently
• How to implement trades (and eliminate concessions)
• How to explain contractual terms, so they’re seen as fair, in business language
• How to quickly, yet comprehensively, analyze your current situation
• How to make the deal better (create bigger wins) without losing ground
• How to handle tough questions/objections
• How to counter the other side’s power tactics & dirty tricks
• How to allow the other side to “save face” (and why you want to do that)
• What to do when you have a deadlock
• How to create & regain momentum
• How to walk away & still protect the relationship
• How to help your client advocate negotiate internally
• How to sell (position) the agreement to constituencies (including the top management of both sides)
• How to measure the success of a negotiation beyond getting the deal done
• How to uncover new business opportunities in a negotiation
• How to renegotiate a bad contract

As you can see, the course is extremely comprehensive. 

If you'd like to see what client attendees of this course have said, click here.