NEGOTIATION ESSENTIALS

Most sales executives understand that negotiations is a daily practice, but due to lack of proper preparation and over reliance on their preferred 'tried and true' tactics, they can fail to claim their fair share of value in a negotiation.  'Negotiation Essentials' provides a powerful pre-negotiation planning tool and alongside five core methods for claiming and creating value that further enhance relationships and leave nothing on the bargaining table.

Workshop Curriculum
​VIRTUAL  |  16 PARTICIPANTS MAXIMUM  |    THREE HOURS​

By the end of this workshop, leaders will:
  • Understand the many types of negotiations encountered in the workplace from vendor/client relationships to co-workers and bosses
  • Master the 'Seven Elements' preparation tool to prepare their mindset, their 'ask', and the prime conditions for success
  • Develop a BATNA, reservation price, focal point and framed ask that considers both their and the other party's interests
  • Know how to maintain and even improve relationships with colleagues, customers, clients and vendors, while claiming the maximum amount of value in a negotiation
PREWORK​
  • Read your role and prepare your strategy for your assigned Case Study.

AGENDA
  • What is the difference between negotiation and influence?
  • What are your blocks to being a better negotiator?
  • MINI CASE: How can you best prepare for your own upcoming negotiation using the '7-steps to prep' tool? What's your BATNA, reservation and ZOPA?
  • What are five key tools to claim and create value in your next negotiation?
  • PLANNING EXERCISE: Prepare and plan your strategy for your upcoming negotiation?

Program
Outcomes
  • More value claimed in all upcoming negotiation for the team and the company
  • A shared team vocabulary on preparing for important negotiations
  • Leaders demonstrating and feeling increased confidence in asking for what they want
 "I have always been good at getting what I want, but this workshop showed me that I could be consistently great.  Ingrid and her team introduced exciting new techniques from the work of Cialdini, Voss, Heen and Cuhan that gave me fresh perspective on how to move others closer to giving me what I want.  My colleagues and I have used these principles every day since taking the session and our sales numbers are the proof of impact.  Thank you for a great learning experience!"
- SVP, Salesforce

“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”
ABRAHAM LINCOLN