Sales Training: Collaborative Negotiations

Overview
Crush the customer in negotiations and you lose. Give in to customer demands and you lose. Does this sound like your dilemma? Then give Collaborative Negotiations a try. Use information, relationship, and options/time to build power that can be used to enhance the relationship. The result? You win and the customer wins!

This module is designed to integrate seamlessly with High Performance Sales.

Performance Outcomes
As a result of participating in Collaborative Negotiations, you should be able to:

• Identify three sources of power and ways to develop power.
  
  
• Identify three elements that impact all negotiations.
  
  
• Determine your areas of negotiating vulnerability and identify ways to address them.
  
  
• Determine the goal of your negotiations and develop plans for achieving your goal.
  
  
• Listen, speak, and act with confidence and competence in negotiation situations.
  
  
• Recognize and defuse common negotiation tactics.

Activities
Activities include the Power Role Play, Power in Negotiations, Negotiations Checkpoint #1, #2, and #3, Negotiation Goals, Recognizing and Countering Negotiation Tactics, and Group Skill Application.