The Painless Negotiation is a learning and coaching workshop that addresses one of the critical pressure points in closing any B2B Deal - and that is the "Negotiation.". Throughout the workshop you will be applying new concepts to your real Negotiation. However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls.
Too often we view the Negotiation as a single event that occurs when we are across the table from the Customer (perhaps Procurement), when in reality we should have been Negotiating throughout the entire sales campaign. To make matters worse, we are typically not prepared to Negotiate and this "event" is happening late in the sales cycle in a "crisis mode." These are two things that Procurement Professionals are counting on and will exploit to their advantage. Often resulting in long drawn out Negotiations that are Painful at best, but usually result in bad Deals and/or slipped Deals.
In this workshop, you will learn the following:
- The four Common Negotiation Mistakes (and how to avoid them)
- How to ensure we are aiming at a Great Deal for us and the Customer
- How to manage the typically challenging Internal Negotiation within your Company
- Determine which side really has the Power in any Negotiation
- How to set up the ""Right Negotiation"
- How to Negotiate the "Right Way"
- Develop a Negotiation Plan and manage Customer Negotiation Tactics
As you will learn, much of this has already been accomplished when we develop our Irresistible Value Proposition and present our Compelling Proposal. Both of which lay the groundwork for a Painless Negotiation!
My name is Steve Thompson, and I am delighted to be your mentor during this workshop! To help you understand where I am coming from, a little bit about me. I am an expert in getting B2B deals done while maximizing the value to both parties. For over 20 years, I have personally coached thousands of B2B deals worth well over $15 billion – for both B2B selling and buying organizations. My diverse clientele represents dozens of industries and businesses from the Fortune 500 to technology startups. Clients have sent me to work in every major business center around the globe. When I receive a call from a client, it is almost assuredly a “must-win” deal that is in trouble – and it’s my job to help salvage this deal.
Helping clients understand what “value” really means to them, their key customers / suppliers and their businesses, is my passion! Having the unique perspective of participating in large B2B deals from both sides, I am frequently amazed (and sometimes frustrated) by the question “Why do so many buyers and sellers either routinely settle for low value deals or fail to reach an agreement?” This is especially true when there is tremendous value for one side (or both parties) that is not even brought into the selling or buying discussion – or arguably worse, is lost during the negotiation or the implementation after the sale!
I have previously worked in senior operations, sales and executive management at Westinghouse, Black & Decker and DuPont. I've started several businesses, one of which was a family owned bottled water company that was sold to the largest Japanese beverage company. I also served as a Nuclear Submarine Officer in the U.S. Navy right after college. I hold a BS in Chemistry from Georgia Tech and an MBA from the Kellogg School of Business at Northwestern University.
- 5 Levels
- Coaching By Steve
- Community Support
- iOS & Android