Negotiation Skills Training Seminars
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment seminars and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested seminars. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our classes provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training seminars please
contact us.
Negotiations
Training
The Sky
is the Limit:
Setting High Aspirations
Imagine a sales
professional has a
meeting
with a client who has been looking to purchase five thousand
yards of a very popular yet pricey fabric for a new line of designer
cushions. The
sales
professional knows that he needs to get just a hair over $60.00
a yard to make his target for the month and the absolute least he
can get for the fabric is $50.00 a yard. Right now, his company
is the only one manufacturing this fabric so he does have a bit
of
an advantage.
Then again, his buyer is
a
shrewd negotiator...
Sales Professional:
"Based on a purchase of five thousand yards, we can price out
the fabric at $60.00 a yard. "
Client: "How
much!? $60.00? I can't believe that... not when I'm purchasing five
thousand yards. Surely you can do a lot better than that."
Sales Professional:
"Well, I guess... you know... I suppose we could price it at
$50.00 a yard. Is that better?"
Client: "Yeah...
I suppose that's better. I need it shipped and here by next week,
okay?"
Sales Professional:
"Sure, yeah... okay."
At first thought,
the sales professional
thought he did pretty well. After all, he didn't dip below his
bottom
line price and the buyer did
agree
to purchase. Once he starting factoring in the expedited shipping
cost, he realized the purchase price was actually under $50.00 a
yard. What he didn't know is that the buyer would've paid $60.00
a yard but was planning to react no matter the cost.
What happened?
Simply put, the sales professional didn't set his aspirations high
enough. In his
sales
organization, other sales professionals routinely sell the same
fabric for as much as $70.00 a yard. How do they do that? They start
with higher aspirations. By providing an
initial
higher price, what they consider their "Wish", they
have room to negotiate down to their "Aspiration". If
push comes to shove, they can go lower towards their "Bottom
Line" but, more often than not, they fare much better.
Those
successful
sales professionals set their aspirations higher. You should,
too. Those who set high aspirations by asking for more than they
expect usually end up doing better than those who set low aspirations.
If you
start
a negotiation by asking for more than you reasonably expect
you will receive, you have a better chance of truly getting your
desired outcome. Otherwise, as you can imagine, you and the other
party will
negotiate
towards an agreement and you will move further and further away
from what you deem acceptable.
As you negotiate,
avoid making
large
concessions. This protects your ability to achieve your true
aspiration. Make small concessions and always ask for a concession
in return. If you give a concession without asking for something
in return, you send a signal to the other party that if they keep
asking, you will
continue
to cave in. Large
concessions
also send a red flag that perhaps you did indeed start much higher
than reasonably expected.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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