How To Negotiate To Get What You Want

This 2-day course is about skills you need to get what you want.

Seminar Outline

Understanding Negotiating
Four key facts about negotiating
Win-win negotiations
Five key traits of a good negotiator
Set yourself for success

Negotiating Tactics and Counter-Tactics
Hot potato
Higher authority
Good guy/bad guy
Withdraw your offer
Funny money
Decoy technique
Puppy dog strategy
Ten more powerful negotiating tactics/counter-tactics

You Have More Power Than You Think
How to take advantage of your hidden leverage
Six key forms of power
Limits of a seller’s sole-source power
Limits of a buyer’s power to use competition

Negotiations Using Relationship Strategies
Four basic behavioral styles
Behavioral styles vs. negotiating styles
How to build goodwill and rapport
Reading the hidden meaning in what people are saying
Understanding body language

Closing Your Deal
Dynamics of decision making
How to create or break deadlocks?
Should you split the difference?
How to get them to say "yes"
Don’t leave money on the table
Even if the price is right, keep negotiating
Five creative ways to close the deal
Prescription for future success