Overview
The ELAvate Negotiation Skills (ENS) is an advanced two-day workshop designed for experienced B2B sales professionals, account managers, and anyone involved in the B2B sales process. The core philosophy of the program is to move beyond simple deal-closing to crafting “win-win-win” (win³) agreements, which provide real value to the customer, ensure long-term success for the organization, and build lasting credibility for the salesperson.
The workshop provides a structured process for building profitable client relationships. It is based on extensive negotiation research, has been updated for the Asian context, and includes practical tools like a detailed Negotiation Planner. Participants engage in pre- and post-workshop mastery tests and receive coaching to refine their approach, ensuring they can achieve measurable improvements in their negotiation outcomes.
Skills Covered
- Foundational Concepts: Understand the critical difference between Selling and Negotiating and the commercial importance of selling effectively before entering a negotiation.
- Strategic Preparation: Learn to prepare for and conduct negotiations with a focus on achieving a win³ outcome, utilizing different types of negotiating alternatives to find mutually beneficial solutions.
- Interpersonal & Behavioral Skills:
- Adopt a set of behaviors characteristic of successful negotiators.
- Employ effective interpersonal skills to foster positive and productive interactions.
- Cultivate the ability to listen actively and ensure all parties feel heard and respected.
- Handling Difficult Situations:
- Access a range of strategies for dealing with entrenched negotiation positions and counterproductive behavior.
- Develop techniques to remain calm and objective, even in high-pressure situations.
- Learn how to handle abusive customer behaviors professionally.
- Execution and Implementation:
- Apply the negotiation process directly to a customer the participant will be negotiating with.
- Secure commitments that are realistic, practical, and have a high likelihood of being implemented.
- Process Application: Learn the Three Distinct Phases of Negotiating to successfully navigate various contexts while fostering respectful relationships.
Who Should Attend
This workshop is ideal for sales professionals, account managers, and anyone involved in the B2B sales process. Participants should have a proven track record of B2B selling skills.
Course Curriculum
Course Modules
Exam & Certification
This course is not associated with any Certification.
