Value-for-Value Negotiation

Mastering the art and science of negotiating has never been more important to you and your organization. Skilled negotiators routinely secure more profitable business while simultaneously enhancing customer relationships. While negotiation has escalated in importance it has also escalated in difficulty predominantly due to eight contributing factors.

THESE EIGHT FACTORS ARE:

1. Buyers are better trained and more ruthless.

2. Buyers are under increasing pressure to gain price (and other) concessions.

3. Buyers have less time to invest with sellers.

4. Buyers are significantly less loyal.

5. Buyers compensation is often tied to their ability to achieve favorable pricing.

6. Your competitors are becoming better trained in negotiating skills.

7. Your competitors are under continuous pressure to increase market share.

8. Buyers are taught to position your products, services, and solutions as commodities.

The most well attended buyer negotiation program in the nation has participants memorize the “Buyer’s Credo” and apply it to every negotiating encounter.

THE BUYERS CREDO

Narrow it down to one issue (price) then hammer away. Pit one supplier against another and pay no attention to: sales pitches, value add statements, relationship-building techniques, four-color brochures, claims, and “special deals,” executive “tag alongs,” history of relationship, etc., etc. UNLESS they positively affect one or more of your critical success factors, then assign a relative value.

PARTICIPANTS COMPLETING THIS PROGRAM WILL LEARN TO CONDUCT NEGOTIATIONS THAT:

• Produce satisfying outcomes for both parties.

• Reach a solution in an efficient manner.

• Contribute to the relationship between the two parties.

• Win over hard-nosed difficult positional negotiators.

• Ask skillful questions that uncover the other party’s “real” issues.

• Motivate the other party to collaborate and achieve value-for-value agreements.

• Effectively use concessions and trade-offs to your advantage.

• Recognize and overcome commonly used negotiation tactics.

• Properly plan for successful negotiations.

• Develop negotiation strategy.