Helping Clients Succeed: Negotiation: Creating and Claiming Value

Few things can be more daunting than negotiating with tough client organizations. As a result, consultants and sales people often negotiate too hard or too soft for their own or their client’s interests. Are consultants and sales people in your organization experiencing any of the following?

• Giving on price or sacrificing margins to win the business.
• Struggling to deal with “negotiation games” and often agreeing to inferior arrangements to close the deal.
• Not knowing how to effectively create and claim an appropriate share of the value and leaving money on the table.

This workshop teaches how to manage the human dynamics in every negotiation and dramatically improve business outcomes. Participants will learn the four main principles at play in every negotiation.

• Create and claim more value
• Standardize your approach
• Influence the human dynamics that affect outcomes and effectively handle pressure and fear
• Get better at the give-and-take of negotiation
• Nurture and sustain long-term relationships, even in a competitive market
• Do real work on actual client situations