This strategic initiative is designed to enhance the skills in negotiating & related skills, including analytical/critical thinking. We will implement a value-based negotiation model versus a win-lose model. The Brooks Group believes that negotiating is a component of the sales cycle & that negotiations should be integrated with ongoing strategies & tactics versus being approached as a standalone event. This approach will allow participants to develop & position more comprehensive value propositions that create negotiating leverage with customers & allow them to negotiate from a position of strength.

SKILLS & COMPETENCIES ADDRESSED:

• Critical and analytical thinking (how to avoid negotiating to the lowest alternative)
• Customer knowledge (intimately knowing an account/customer)
• Negotiating internally and externally with confidence
• Creativity and innovation
• Communication/persuading/building advocacy

PROGRAM OBJECTIVES

1. Review negotiation principles
2. Reinforce a process & framework to help you negotiate more successfully
3. Discuss the planning and preparation that should occur in negotiations
4. Practice applying the process to reach your objectives
5. Understand what motivates people & how that impacts negotiations
6. Build a tailored Value Proposition
7. Use questioning techniques to uncover important information from the other parties
8. Understand the importance of trust
9. Simulate specific client negotiation scenarios
10. Develop options/alternatives for use in negotiations