Every Penny Counts! Negotiation 1
- Sunshine meetings – Reinforcing value locall
- Maintaining Value -What’s Unique?
- Establishing stories that evidence added value
- Understanding commoditisation
- Assembling powerful scripts and eliminating weak words
- Negotiation as dialogue – what goes wrong, games people play
- Planning negotiation, walk away point, pricing
- Tradeables – compiling a pack of cards
- The seven Phases in a Negotiation
- Do’s and don’ts in opening and bargaining
- Reaching agreement and how to make the other side perform.