Bargaining for Advantage™

Bargaining for Advantage: Negotiation strategies
for reasonable people™

Overview

Do you like to negotiate? We didn’t think so.

Effective negotiation is not fun for most people. It triggers fear, and fear makes people avoid confrontation and thus lose effectiveness in the negotiation process. The question is: In negotiations, are you maximizing your strengths and minimizing your weaknesses?

This in-depth EDC seminar is based on the popular book Bargaining for Advantage, by G. Richard Shell of the Wharton School. Using his research as a foundation, Professor Shell created this workshop to provide insight into what makes you “click” as a negotiator. The session explores your attitude toward bargaining and how you use your relationship skills and transactional skills to meet your goals.

Who should take this course?

Sales professionals who need to gain an advantage over the competition
Sales executives who want to increase sales force productivity

Duration

Full day

What you’ll learn

This intensive and eye-opening workshop is designed to teach you to:

Set goals for a negotiation
Define the differences in the negotiation style and how they affect the negotiation process
Make your case during the negotiation
Leverage changes over time during the negotiation
Strategize from opening to closing the deal
Determine when and how to make concessions