1. Negotiation Training Effective Negotiation Skills Workshop Call Us Today: +1-972-665-9786 https://www.tonex.com/training-courses/negotiation-training/ TAKE THIS COURSE Since 1993, Tonex has specialized in providing industry-leading training, courses, seminars, workshops, and consulting services. Fortune 500 companies certified.

2. Since 1993, Tonex has specialized in providing industry-leading training, courses, seminars, workshops, and consulting services. Why Tonex ? --Presenting highly customized learning solutions is what we do. For over 30 years TONEX has worked with organizations in improving their understanding and capabilities in topics often with new development, design, optimization, regulations and compliances that, frankly, can be difficult to comprehend. --Ratings tabulated from student feedback post-course evaluations show an amazing 98 percent satisfaction score. --Reasonably priced classes taught by the best trainers is the reason all kinds of organizations from Fortune 500 companies to government’s most important agencies return for updates in courses and hands-on workshops

3. TAKE THIS COURSE Audience: course designed for: Buyers Account executives Contract negotiators Sales professionals Sales managers and anyone involved in selling and buying negotiation processes and would benefit from this negotiation training. Price: $1,699.00 length: 2 days Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

4. N egotiation Training centers around taking care of the issue and shutting the hole between what the two gatherings need. Regardless of whether it's distributing assets for a venture, financing another activity or setting up an inventory network for another item or administration, or acquirement of new gear, negotiation is definitely at the core of the procedure. Negotiation training, hands-on, with hypothesis, exercise, workshop and contextual analyses and recordings, gives the participants a well ordered manual for effective negotiation. You should recognize the issue, comprehend it from alternate viewpoints, create elective arrangements and select an answer that advantages the two sides. All gatherings require each other to accomplish their objectives. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

5. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

6. Training Objectives TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

7. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Discover how to influence them and improve your profits! Regain the seller’s advantage over today’s more sophisticated purchaser with the help of this strategic sales negotiation training. Learn the tools, techniques and savvy sales negotiation tactics that enable you to influence your buyer’s perception of cost, value and benefits. Close the sale by maintaining a flexible position that successfully counters your buyer’s negotiating moves, Discover through sales negotiation training how to improve sales margins and closing ratios Influence how customers view your product’s costs, benefits and value to them Anticipate buyer behavior and turn it into an advantage Establish your credibility as the buyer, Develop confidence-building skills that maintain your control of sales negotiations Be ready to justify your price when meeting price specifications Use creative advantages to counter competitive offers, What You Will Cover Understanding the sales negotiation process from both perspectives—yours and the customer’s, Differentiating between selling and negotiating, Using powerful sales negotiating/planning tools, Addressing aggressive buyer demands face-to-face Developing stronger client relationships through win-win negotiations Applying strategies to favorably influence the four primary negotiating styles Creating a motivational climate for your buyer

8. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

9. Course Outline TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

10. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Introduction to Negotiation What Is Negotiation? Fundamental Negotiation Concepts and Process Plan and Prepare for a Negotiation Integrative Negotiations & Multi-Issue Negotiations Team Based Negotiations and Preparation Cross Functional Teams “Shadow” Negotiations: power, politics, coalition building, and agency issues Sales Negotiation Planning Tools Exercises, Workshops, case studies and Last Day Project Practicing Win-Win Sales Negotiations Workshop 1: Profitable Win-Win Negotiation Plan Workshop 2: Thinking Beyond "Win-Win“

11. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Introduction to Negotiation About the Program Why are we here? What do you want to take away? What Is Negotiation? Define the Basic Concepts of Negotiation Define What Is Negotiable in Typical Business Situations Identify Approaches to Negotiation Define Your Negotiation Style Rules on Procurement Negotiation Negotiation Stages Identify the Six Stages of a Negotiation Use Appropriate Behaviors in Each of the Stages Define the Influences on the Negotiation Process Planning Your Negotiation, Plan a Negotiation Determine a Settlement Range, Apply the Planning Framework in Practice Negotiation Apply the Persuasion Process, Use the Frame/Reframe Process to Understand the Other Party, Examine Possible Approaches to Use When There Is Confrontation Use Listening Skills in the Negotiation Process and Communication

12. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Fundamental Negotiation Concepts and Process Sales Negotiation Process Role of the Buyer Perceptions of the Sales Negotiation Process Common Ploys and Countermeasures Used in Sales Negotiations Buyer’s Motivation in Most Situations Consultative Sales Processes Difference between Selling and Negotiating Selling First, Negotiating Last Premature Negotiation Pressure from the Buyer Know When and When Not to Negotiate Elements of an Offering Identify Negotiating Chips Create Value Which Offsets the Need to Make Concessions Value of Maneuvering Room, Concession Planning, and Planning Fundamental concepts to use in every negotiation

13. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

14. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Plan and Prepare for a Negotiation Expectations impact a negotiation Sales Margins and Closing Ratios How Customers View Your Product’s Costs, Benefits and Value Buyer Behavior and Turn It into an Advantage Your Credibility with the Buyer Confidence-Building Skills That Maintain Your Control of Negotiations Role of the Professional Salesperson Difference between Manipulative Selling and Consultative Selling Key Sales Responsibilities of Professional Salespeople Integrative (value based) agreements Build trust and develop relationships Uncover the other party’s interests: how to ask and not ask questions Avoid communication irritators Build long-term relationships with the other party Identify and diffuse gambits (dirty tactics such as good cop/bad cop) Manage a multi-issue negotiation Skills of effective negotiators Create values, Post settlement settlements How and when to present a proposal and counter-proposal

15. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Team Based Negotiations and Preparation Manage complex team dynamics Skills for negotiating within and between teams (internal vs. external negotiations) Managing conflict and perceived power differences Work with difficult others Strategy for managing informational, procedural, strategic and social complexities Facilitate and manage the negotiation process (agenda, ground rules, decision rules, etc.) Create a super-ordinate goal and gain buy-in Importance of discussing the “no agreement alternative” Build a visual matrix Revisit the post settlement settlements

16. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ “Shadow” Negotiations: power, politics, coalition building, and agency issues Importance of “shadow” negotiations (negotiations that occur away from the table prior to an “official” negotiation), how they operate and influence the negotiation outcome. How and why coalitions are built, the positive and negative consequences of forming a coalition with colleagues, the instability of coalitions as well as “first mover advantage” in coalition formation. How agents and other parties outside of the immediate negotiation can wield influence and alter the “expected” negotiation process. How to build trust and why trust is important to maintain long-term relationships. Uncovering hidden interests to move parties toward problem solving and away from positional bargaining. Strategies to build power and determine which tactics yield the most influence with team members; discover how perceived power impacts a negotiation. Study how emotions impact negotiation behavior and how to manage their own as well as the other parties’ emotions. How others may perceive their behavior and understand the importance of observing the other parties’ behaviors both prior to and during the official negotiation; recognize signs of loyalty and betrayal. Ethical implications for their behavior and the impact of other’s perceptions of honesty on their reputation and future encounters. Part 1: Shadow Negotiating: Pre-exercise phone and e-mail communication Part 2: The Press Party: Informal Negotiations Part 3: Crisis Meeting: Resolution

17. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

18. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Sales Negotiation Planning Tools Process of Establishing Settlement Ranges in Advance Concept of Planning for Concessions Power and Position in Sales Negotiations Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation Fundamental Strategies for Various Power Positions Different Sources of Real and Perceived Power Improve Sales Margins and Closing Ratios Influence How Customers View Your Product’s Costs, Benefits and Value Anticipate Buyer Behavior and Turn It into an Advantage Establish Your Credibility with the Buyer Develop Confidence-Building Skills That Maintain Your Control of Negotiations

19. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Exercises, Workshops, case studies and Last Day Project · Exercise #1: Fundamental Negotiation Concepts in practice · Exercise #2: Integrative Negotiations in practice · Exercise #3: Multi-Issue Negotiations in practice · Exercise #4: Team Based Negotiations with issues of power and conflict in practice · Exercise #5: Cross Functional and advanced negotiation skills exercise · Exercise #6: “Shadow” Negotiations in practice · Exercise #7: Cross Cultural Negotiations

20. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Last Day Project: Practicing Win-Win Sales Negotiations A Sales Negotiation Exercise Define Practical Experience in Developing Settlement Ranges Define Practical Experience in Identifying Negotiating Chips Define Practical Experience in Planning Concessions Define Practical Experience in Completing the Sales Negotiation Planner Negotiation Planning Steps Evaluate the Sales Negotiation Process More Fully Determine If a Sales Negotiation Was a Winner for Both Sides Critical Mistakes to Avoid in Sales Negotiations Importance of Following through after the Negotiation Is Completed Achieving Success as a Negotiator Negotiating Problems How To Deal With Them, How Hard a Bargain Should You Drive After the Negotiation How You and Your Company Benefit, Review Prescription For Continuing Success. Defining Key Elements and KPIs which Can Lead to Success in Negotiations at UTS

21. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/ Case Study: Negotiating a Mutually Profitable Win-Win Sale Appreciation for the Importance of Internal Negotiations Experience in Developing Settlement Ranges Experience in Identifying Negotiating Chips Experience in Planning Concessions Experience in Completing the Sales Negotiation Planner Effective in Sales Negotiation Planning Influence Buyer Behavior More Purposefully Workshop 1: Profitable Win-Win Negotiation Plan Negotiating Practices on how to define a Mutually Profitable Win-Win Plan Workshop 2: Thinking Beyond "Win-Win" The Negotiator's Dilemma: Cooperate or Compete? The Psychology of Change Working with the Six Laws of Influence, The Anatomy of a Distributive Negotiation Creating Value through Integrative Negotiation Different personality, different underlying interests: Power vs. Leverage & Beyond Listening Managing Your Emotions & Dealing with Difficult People Finding Creative Solutions & What Will We Take Away?

22. TAKE THIS COURSE Negotiation Training | Effective Negotiation Skills Workshop https://www.tonex.com/training-courses/negotiation-training/

23. TAKE THIS COURSE Negotiation Training Effective Negotiation Skills Workshop Call Us Today: +1-972-665-9786 https://www.tonex.com/training-courses/negotiation-training/

24. Contact Tonex Training Expert Dallas, TX: 1400 Preston Rd., Suite 400 Plano, Texas 75093 Tel: +1-972-665-9786 Washington, DC: 1025 Connecticut Ave, NW Suite 1000 Washington, DC 20036 Tel: +1-202-327-5404 International: +1-214-762-6673 Fax: +1-972-692-7492 Visit Tonex website https://www.tonex.com/