Category Archive for: ‘Negotiation Training’

negotiation trainingIt’s no surprise that powerful outcome-based negotiation training drives business results. Negotiations training that provides actionable tools helps companies shorten sales cycles; close bigger, better deals; and build lucrative, long-term relationships with the opportunity for more recurring business. It’s one thing to make the claim, quite another when a client’s own analysis supports that claim.

 

How Sales and Negotiation Skills Training Can Fail the Front Line

I recently noticed and greatly enjoyed Dave Stein’s LinkedIn Pulse post, “If I Have to Sit Through One More B.S. Sales Training Class…” Dave discusses the major pet peeves of a sales “heavy hitter” who bristles at the thought of sitting through sales training meetings conducted by people who have never sold, don’t know sales’ specific challenges or how to …

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Do You Want to Be Successful? A Better Negotiator? Break These Three Bad Listening Habits

Forging a winning deal depends largely on your ability to gather as much information as possible about the other side’s market position, motivations and goals. This holds equally true at the organizational, departmental and personal levels. Better information means a more finely tuned value argument and increased credibility, both of which mean more positive leverage that will help you close. …

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Leadership in Negotiation: Selecting Your Negotiation Team and Rules of Engagement

Leadership in negotiations is critical. The leader is responsible for setting expectations and parameters for your side in regards to pricing, strategy, deadlines, process management and more. Failing to define this opens the door to many potential deal-ending difficulties, and is likely to erode your position on the way to closing. There are many moving parts, not least of which …

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Negotiation Blocking Techniques

In one sense, negotiations are a strategic exchange of ideas and information. But the value of what information we give (and when) can have a very real bearing on our success. As you seek leverage in the deal, you are trying to find key information from the other side. If you’re negotiating with seasoned professionals, you can expect them to …

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Negotiator Training Works: ROI for Global Training and Negotiating Firm

Client teams that walk out of our negotiating seminars come out with actionable tools they can immediately apply to shorten sales cycles; close bigger, better deals; and build lucrative, long-term relationships with the opportunity for more recurring business. It’s one thing to make the claim, quite another when a client’s own analysis supports that claim. K&R Negotiations engaged with a …

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Negotiating Seminars in a Box: K&R Negotiations Offers Free Video on Principles of Negotiation

Negotiating seminars often come at a price. For businesspeople who want a quick foundational primer on best practices without attending negotiation classes, K&R Negotiations now offers a complimentary, one-hour video – a negotiation seminar in a box. The video features a talk conducted by K&R Negotiations CEO Mladen Kresic, whose firm has helped companies across the globe close hundreds of …

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Sales Negotiator Training: Better Forecasting Closes More Deals

Sales forecasting is a critical activity for any team, but many companies have a hard time getting it right. Business pressures or subjective measures – emotions and opinion – often have too much weight, and distort the process. For business leaders who want to give their teams a dependable way of analyzing deals so they can focus on activities that …

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The 7 Line Rule

A client made us aware of this “rule” recently, which seemed worth passing on. Why? Because the rules for getting someone’s attention have changed. The rule: Do you have a key message for a client (or for your manager)? Keep the heart of it to 7 lines or less. Because these days, that is how much of the message a …

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Value, Benefit, and Cost in Negotiations

In a K&R Negotiation Skills Training Workshop toward the end of last year, one of our clients brought in this formula… Value = Benefit – Cost Not perfect, but persuasive in many ways.  Let’s discuss a couple of critical pieces of it. The first negotiating mistake we see related to this is that “value” is one of the most misused …

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