Negotiation 100
Your Initial Position in Power Negotiating
Your sales objectives are realized only when a profit is made. Maximize your profit-making potential by learning the difference between win-win negotiating (asking the buyer for more than you expect) and bracketing your objective. Powerful negotiating strategies will help you raise the perceived value of your product, avoid deadlock, position your concessions, and ultimately, turn the profit.
Faculty: Roger Dawson
Length: 24:41
Course Highlights:
• Negotiating Defined
• Ask the Buyer for More Than You Expect
• Bracket Your Objective
Characteristics of a Power Negotiator
This course sets forth a credo for all power negotiators. Take inventory of your possession of the character tools necessary for powerful negotiations. You learn how to channel your attitudes and beliefs into commanding negotiating strategies.
Faculty: Roger Dawson
Length: 25:56
Course Highlights:
• Personal Characteristics of a Power Negotiator
• The Attitudes of a Power Negotiator
• The Beliefs of a Power Negotiator
Personal Power In Negotiating
Wield your personal power to intimidate, influence or gain admiration in your power negotiating. Personal power can manifest itself in your negotiations in eight forms: legitimate, reward, coercive, reverent, charismatic, expertise, situation, and information. Learn to recognize the affects and perceptions of each distinct type of personal power in yourself and your adversaries, and you will avert intimidating negotiating situations and achieve desired results.
Faculty: Roger Dawson
Length: 25:21
Course Highlights:
• Legitmate Power
• Reward Power
• Coercive Power
• Reverent Power
• Charismatic Power
• Expertise Power
• Situation Power
• Information Power
Buyer Negotiating Drives
Negotiations are driven by the underlying drives of the participants. This course identifies five buyer negotiating drives: competitive, solutional, personal, organizational and attitudinal. Skilled power negotiators understand these compelling drives and the buyers' objectives, and use their knowledge to fulfill the buyers' needs without diminishing their own positions.
Faculty: Roger Dawson
Length: 12:31
Course Highlights:
• Negotiating Drives
• Competitive Drive
• Solutional Drive
• Personal Drive
• Organizational drive
• Attitudinal Drive
Power Negotiating - Buyer Styles
Effective power negotiators adapt to the personalities of their buyers. From two base dimensions of assertiveness and emotion, evolve four distinct buyer styles. This course identifies the pragmatic, extrovert, amiable and analytical buyers and their negotiating methods, faults, goals, relationships and methods. Once you have gained insight into the styles, use your learning to shift focus off of style biases toward the interests of the negotiation.
Faculty: Roger Dawson
Length: 23:52
Course Highlights:
• Buyer Dimensions
• Buyer Styles
• How Personality Styles Negotiate Differently
• Concentrate on Interests
Power Negotiating - Never Say Yes, Flinching and Reluctance
If your negotiations have left you thinking "I could have done better" or "something must be wrong," perhaps you said yes too quickly. In addition to teaching you why you must never say yes in haste, this course will teach you the importance of flinching and reluctance during negotiations. Discover how physical posturing, such as your ability to react and to acknowledge reactions, will allow you to key in on acceptable negotiating ranges. Master the methods of reluctance when buying or selling, and you'll tip negotiating ranges in your favor.
Faculty: Roger Dawson
Length: 25:51
Course Highlights:
• Never Say Yest To The First Offer
• "Yes" Response Triggers
• Flinching
• Acceptance Range
• The Reluctant Seller
• The Reluctant Buyer |