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Customer Negotiation: Strategies and Skills
Sales professionals negotiate constantly — with customer counterparts, with colleagues and teammates, and with internal business partners and stakeholders. This course is based on the principled, interest-based negotiation framework originally developed at Harvard. Through realistic simulations and industry-specific sales case studies, participants learn to take their negotiation skills to the next level and enhance effectiveness in a broad range of situations.
Mindset Shift Required
Many salespeople view sales negotiations as a single event and sometimes a zero-sum game. This course shifts away from this mindset to one of viewing negotiation as a joint-problem solving process with their customers to achieve maximum business value.
Better Actions Enabled
- Negotiate strategically, not reactively
- Negotiate assertively without damaging relationships
- Separate stated positions from underlying interests
- Constructively surface and explore concerns and objections
- Understand why and how to analyze the Best Alternative to a Negotiated Agreement (BATNA)
- Identify and employ multiple sources of negotiation leverage
- Analyze and effectively respond to difficult tactics and “hard bargainers”
Results Achieved
Through Vantage’s interest-based negotiation framework (the Circle of Value), participants will learn to drive any customer negotiation process, and develop – and execute – a negotiation strategy with their customers to win their next deal.