BusinessU: Elements of Negotiation Based on Value, Translate Client Wants into Specific Needs
Tuesday, April 12, 2022 (8:30 AM - 10:00 AM) (EDT)
One of the key challenges to plan for a successful negotiation, is the lack of understanding of the negotiation process. Most often we developed a product or service proposal based on the clients’ desires without translating them into tangible needs, creating a “Value Vacuum Effect.”
Negotiating based on value will increase your success hit rate and, unlike just learning negotiation tactics, it will create a collaborative environment where you will be able to obtain relevant information and at the same time, learn what to share and when to do it.
After this session, you will be able to:
- Recognize the importance of negotiation as the final phase in the value creation cycle.
- Understand the importance of pre-establishing the value added of your products and services.
- Develop a negotiation plan with clear goals
- Negotiate without fear.
- Use of incentives, discounts, or concessions according to a plan.
Instruction by Carlos Flores Figueroa, Global CXS, LLC