Negotiating With A Savvy Buyer

Class Length: Customizable
Prerequisites: None

Overview

Sandler’s “Negotiating with the Savvy Negotiator” training program will empower any professional, from a “C” level executive to a entry level sales professional, who is responsible for reaching agreements in challenging business situations.

Participants will learn the techniques and skills to control the process for a positive outcome. The program is designed to provide the participants a perspective of the “other party’s” strategies and methods to “win” while negotiating and how to deal with those techniques. Finally, participants will understand how to achieve a successful, win-win negotiation.

The Problem

Professionals that do not have a system for negotiating often end up following the system of those they are negotiating with, often to their own disadvantage.

Symptom’s include: 1) Negotiators that often feel that time frames tend to be at their disadvantage; 2) Negotiations that seem too stressful where a win/ loss mentality seems to dominate; 3) Negotiation that seem to be a battle of wills rather than a process to find
an optimal solution for all.

Professionals that have been disappointed with the outcomes of their previous attempts to negotiate.

Students Are Taught To Learn...

• To be more confident in your ability to negotiate.
• Not only what they need to do next toward a successful conclusion of a negotiated agreement; but, you will also understand what the other party is trying to do to you and how to counter-act it and keep the negotiation on track.
• How to experience better negotiated agreement results.

Course Outline

• Sources Of Negotiating Leverage
• Planning And Preparation For Successful Negations
• Personality Style And Persuasion
• Maximizing Your Negotiating Moments: Tactics
• The Dirty Dozen Negotiating Gambits
• The Seven Deadly Sins Of Negotiating
• How To Break Through Impasses