Negotiating Skills

In any negotiation, we never want the process to come down to one issue. Why? By definition, there will be a winner and a loser. Bredison will create customized role-plays and case studies to ensure the right tools are used to provide a mutually beneficial outcome.

This program can consist of 3 role-plays designed to teach the process of principled negotiation. The first role-play will be designed to show what characteristics, strengths, and challenges each individual possess’. (Buying and selling an automobile). The second role-play will be customized to the specific sales environment with the ability to implement the tools that have been presented throughout the course. The last role-play will be designed by each individual in the classroom. The idea is to go “live” with an actual scenario in order to develop a number of negotiating strategies to begin using on the next sales call.

The course will be divided into 2 main sections

  • Pre-Negotiating Planning
    • Build the business case
    • Build the personal case
    • Understand the win-win
    • Create multiple options for both parties
    • Concessions (Do’s and Don’ts)
  • Conducting the Negotiating Meeting
    • Start the meeting with the end in mind
    • Overcome and understand every objection
    • End the meeting with mutually agreed upon objectives and recommendations.

Items supporting these areas will be

  • Recognizing and leveraging your business value proposition
  • Eliminating “Price” being the only negotiating tool
  • Controlling the entire buy/sell process
  • Magic Square – Understanding the “Want to have” and the “Have to have” during negotiations
  • Position Pyramid – Listing both the buyers and the sellers top priorities as well as the items willing to let go
  • D.I.S.C. Profiles – Understanding yourself and others through business and personal behaviors in the work environment
  • Researching the Buyers Decision Criteria (Feature, Quality, Support, Investment, and Image)
  • 3 Levels of Why tool – Getting to the “real” reason as to why they will or will not select your company or point of view.
  • Find out there motivations behind their decision