Negotiation

Negotiating is a profession. Many sellers find negotiating one of the most difficult parts of the sales profession. Negotiation does not start at the end of the sales cycle, but actually from the first contact. Positioning and striving for the win-win. This two-day training focuses on the basic principles of negotiation. As a customization, the training can be adapted for more complex negotiations. Subjects that will be discussed in this training are:

  • Preperation
  • Determining your LAR (Lowest Acceptable Result) and MAR (Maximum Acceptable Result)
  • Determining your BOWC (Best Option Without Contract)
  • Procurement techniques such as the Chinese crunch, the good guy and the bad guy and the salami tactic
  • Recognizing buying signals
  • Closing techniques
  • Negotiating positionally versus in principle
  • Solution-oriented behavior