North America is nearly the only place in the world where negotiating is not a way
of life. Some sales organizations, Saturn dealers for example, even advertise their lack
of price negotiations as a sales advantage to attract buyers. Yet negotiating is an
unavoidable, and advantageous skill in today’s competitive and economic climate.
Improving negotiating skills can have the biggest (and most immediate) cost and
operational impact on your activities … right awayThe exclusive Multi-FormŽ family of CooperComm seminars is based on
the fact that no one approach works best with every individual. The seminar content is
skill based and highly interactive, with plenty of time for practice.
Every course contains the real life “Diamond
Negotiation” and de-brief where attendees negotiate with goods and money actually
changing hands. Other negotiating case studies can be tailored to clients’ specific
needs.
topics
The Negotiations Cycle.
Personal
styles and negotiations strategies.
Determining personal and
organizational wins.
Framing
… how decision making changes under risk.
The “Diamond
Negotiation” and de-brief.
Recognizing and developing power.
Preparing for negotiating.
Negotiating tactics and
response strategies … by TIPC style.
Dealing with price problems.
Competitive negotiating
analysis.
How to make productive and cost effective concessions.
Negotiations case study
(tailored) and de-brief.
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