We’ve all heard that “customers buy from people they like.” Building a great personal relationship is a key factor in long-term sales success. This program shows how to solidify the business relationship by strengthening the personal relationship, and provides techniques for getting to know customers better and helping them to open up.

Can people you are negotiating with influence your decision without you knowing it? Can the way statements are worded, even with the same content, change your decision? Research on “framing” and “decision-making under risk” says, “Yes!” This program introduces seven subtle “decision keys” that are frequently seen in negotiating sessions. You will learn how to use them to gain a more favorable agreement, and also how to recognize them when they are used on you. This is truly advanced skills training, and will provide you with a definite advantage in negotiations.

OK, now you’re a lean, mean negotiating machine with all the skills ready to go. But what are the real world tips to use and gotchas to avoid that experienced negotiators have learned the hard way? This program wraps up the negotiating skills series with advice on negotiating over the phone, truly following the training when it comes to preparation and goals, doing the tough work like planning that really pays off, and managing yourself and your attitudes during a negotiation. This is advice that can help you be the best you can be.

Many people view negotiating as simply using tactics against the other party. The effective negotiator can immediately recognize these tactics and deal with the subtle leverage they’re meant to apply. This program introduces a four-step process for dealing with tactics, and analyzes over 50 tactics commonly seen in negotiating sessions. Each tactic is labeled, described, and analyzed for what it’s trying to do to the other party. In addition, each tactic is mapped to the appropriate DISC styles for effectiveness. Being able to identify and handle tactics is a critical skill in successful negotiating.

Advanced negotiators know how to mediate their own personality style depending upon the other party. For those new to the DISC model, this program provides a quick overview of the four styles. The program then moves right into how to adapt your negotiating approach when dealing with each style. Style information covers personal characteristics by style, wins by style, and negotiating compatibility by style.

There can be no improvement without analysis. A key activity in improving your negotiating skills is the post-agreement analysis. This program details the eight factors in evaluating how you (or your team) did in a negotiation. These factors include issues covering personal performance, satisfaction among the parties, business results of the agreement, and potential for the ultimate success of the agreement.

Successful negotiating is understanding your goals, developing a strategic to reach them, using tactics in the negotiation, and coming to an agreement. This program talks about the four goal levels, and teaches a four-step “offer cycle” you can use repeatedly in a negotiation. It also shows how you can use skills from other programs such as the QuickSell® and No But If™ when negotiating. Finally, it explains the seven rules for making concessions in order to minimize their impact.

We’re still talking about the “five Ps” … proper preparation prevents poor performance. In a negotiation, everyone wants to use power over the other party. It’s not about power because negotiating isn’t a battle. It’s about recognizing and developing leverage in a negotiation. This program explains eight sources for leverage and six rules for how to use them. It also teaches the importance of trading 1s for 10s whenever possible. Understanding leverage is a critical factor in successful negotiating.

We’re still talking about the “five Ps” … proper preparation prevents poor performance. Without a plan you are far less likely to achieve your negotiating goals. This program presents a Planning Checklist you can use to help create your strategy, a Pre-Negotiation Checklist you can use to help develop your goals and tactics, and a way to evaluate the value your offer provides.

This program introduces the Negotiating Style Profile instrument, and discusses how to interpret and use the resulting report. It details each of the five styles, and shows how to deal with them in a negotiation. You will then be able to analyze yourself (and members of your negotiating team, if any) and those you are negotiating with, and develop a strategy to address dealing with them by style.