1. With Gerald L. Manning Preview Only

2. Key Learning Points Identify some of the toughest problems negotiator's face. Dealing with Anger (Yours and the Customers) Dealing with Skepticism Really Listening to Understand Dealing with Price Objections Walking Away and Keeping the Door open Determine specific steps to overcome even the toughest negotiation problems. Discover the mindset of an effective negotiator.

3. What did Gerald Manning mean when he said, “You don’t get what you deserve, you get what you negotiate?” Preview Only

5. How Do I Deal with Anger? Get the other person to vent Give the other person feedback Solve the problem together

6. How Do I Deal with a Skeptic? Show respect Be candid, open and honest Ask them to tell you the benefits

7. How Do I Listen to Understand? Really listen Take notes Give feedback frequently 70% listening and 30% talking

8. How Do I Deal with Price Objections Unbundle your offer Remind them of what you already agreed upon Consider price concessions

9. How Do I Walk Away and Keep the Door Open? Set a walk away number Be courteous Leave the door open

10. Thank You! Please complete the following before you leave: The Negotiation: Solving the Tough Problems Quiz The Easy as 1, 2, 3 Review The Program Evaluation