Free
Negotiation Skills – Sales
This micro-workshop is geared towards making sales professionals astute negotiators. …
What you'll learn
Identify the key behaviours and attitudes of a skilful negotiator
Understand the role that body language, speech, and words play in creating influence
Differentiate between Interests and Positions
Understand key concepts like the Negotiation Range and Settlement and Resistance Points
Discover the power of providing Options
Understand key concepts like BATNA, WATNA, PIOC
Understand the negotiation process
Free
Negotiation Skills – Internal Teams
This micro-workshop is geared towards making managers and professionals astute …
What you'll learn
Identify the key behaviors and attitudes of a skillful negotiator
Reach an Agreement (Concepts of BATNA and WATNA)
Differentiate between Interests and Positions
Understand key concepts like BATNA and WATNA
Preparation for Negotiations (Target Point, Settlement Point, Starting Point and Bargaining Range)
Concept of Opening Statements and Identifying Interests (FPIS and 4W questions)
Making Offers and Counter Offers (Variables, Concessions, Wish List, Options etc)
Understand the role that body language, speech, and words play in creating influence
Behavioral Tools in Negotiation (Anchoring, Availability and Framing Bias)
Handling Tactics
Free
Influence Without Authority
Executives often find themselves in a position where they need …
What you'll learn
Identify strategies to influence through credibility
Identify strategies to influence using a mix of logic and emotional appeal
Identify the strategies to be more persuasive
Explore negotiation strategies
Strategies of Influence
Persuasion techniques
Ethos, Pathos, Logo
Principles of Persuasion
Principles of Negotiation
Free
Storycrafters – Storytelling in Sales
Storytelling can dramatically improve sales conversations when used appropriately. Sales stories …
What you'll learn
Appreciate the power of storytelling in sales
Identify the sales story archetypes
Weave stories into sales presentations
Use storytelling techniques to make high-impact presentations to customers and clients
Use storytelling techniques to influence customers
Present with impact and authenticity (Web conference, Telephone, Face-to-Face)
Practice telling through a variety of mediums
Free
Being Persuasive
In a world where internal and external stakeholders have multiple …
What you'll learn
Discover persuasion techniques backed by behavioral science and research
Use persuasion techniques to gain commitment from internal and external stakeholders
