Advantage Performance Group - Value-Added Negotiating

	SALES & SERVICE:
		Products
		Services
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	LEADERSHIP & MANAGEMENT:
		Products
		Services
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	TEAM & INDIVIDUAL:
		Products
		Services
		Library

Value-Added Negotiating
Create Win-Win Negotiating by Trading Values


	Audience Sales Associates, Major Account Managers, and their Sales Managers. Users Include: Bausch & Lomb, New York Times, Toshiba, Rayonier, Dow Chemical, Kendall Co. Users Include:

Program Benefits
In today's competitive marketplace, there is a tremendous need for effective negotiating skills. Salespeople cannot succeed with selling skills alone, and negotiating to win new accounts and to protect profits with existing customers is a daily event. Porter Henry & Company's Value-Added Negotiating is a fast-paced, intensive program designed to answer this need. After Value-Added Negotiating, your salespeople and their managers will be better able to:

plan effective negotiations
set the stage by articulating shared interests
use strategic questions to surface positions and interests
learn how to value tradable issues
define parameters and sequencing offers
use a collaborative style and tactics to protect your company's interests

Program Description
Value-Added Negotiating is a highly interactive workshop that begins with a fun "Trading Game" that introduces participants to the challenges of negotiating. Salespeople learn how to plan a negotiation, including how to analyze the situation, determine values to trade, and elect tactics to use. Then they put newly learned skills to use practicing with real-life accounts using a customized case history. Value-Added Negotiating incorporates video exercises, teamwork, and roleplay to create a stimulating, high-energy event. Follow-up is built-in with PRO*Tool, a powerful tracking and reinforcement guide for effective on-the-job negotiating. Your company may also add an optional half-day module on team negotiating.

Implementation/Customization
Value-Added Negotiating is typically implemented in three phases:

self-study in which participants complete a Negotiating Styles questionnaire and identify real-life negotiating situations
a one and one-half day interactive workshop
in-field negotiation follow-up using the PRO (Performance Reinforcement organizer)*Tool

Customization includes a case history tailored to your company's own negotiating process and environment.

Learn about another powerful sales program from Porter Henry & Company: Field Coaching.

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