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The Confident Negotiator Program

Helping Negotiators Close More Deals More Profitably

The skills your team used to negotiate yesterday’s contracts simply will not work to negotiate tomorrow’s deal.  Business people are busier than ever, often relying on old habits to “save time”. But, times are changing and your team needs to improve their confidence, comfort and competence to close more deals more profitability.

The 3 C’s --Confidence, Comfort and Competence--help companies close more deals, close deals faster and more profitably. The Confident Negotiator Program prepares both procurement teams and sales teams to have more confidence in themselves, more comfort with the process and more competence to handle a variety of situations.

Ironically, the 3 C’s also saves time, money and psychic energy.  Companies get a great deal, and in less time with less aggravation.

Program Benefit: Your company’s negotiators will dramatically improve their skills to close more deals more profitability.

Successful negotiators focus on improving their confidence, comfort and competence. They have the confidence to handle difficult people and circumstances. They understand the back and forth process. They have the communication and planning skills to address any situation.

By contrast, mediocre negotiators focus on the scorecard. Who’s winning and who’s losing. Am I on top or is the other guy? They also blame others for bad deals, or bad habits. They say, "Hey, it’s the other guy’s fault I got a bad deal." (Would you like to see a list of negotiation mind sets that act as barriers to a good deal? Follow this link.)

Your company will see these additional results.

• Improve your bottom line. Instead of haggling endlessly over price, your company will speak to value and a shared vision for the customer-supplier relationship.

• Enhance trust and rapport. Instead of spending time putting out fires with your customers and suppliers, your company will focus on working with your customers and suppliers to improve your service or product.

• Improve internal coordination. Instead of dropped balls and missteps, your negotiation team will all be working together toward a common goal using the same set of skills.

Specific Skills Enhanced.

• Fundamental negotiation skills, such as creating a BATNA, managing tactics and making tradeoffs (not endless concessions).

• Conflict resolution skills, such as re-framing conversations to reflect shared (between customer and supplier) goals and outcomes,

• Problem solving skills, such as appropriately giving/receiving feedback and brainstorming with people they don't have "authority over", and

• Communication skills, such as finding and using common ground, especially when managing scope creep and other "difficult conversations".

This program is comprehensive, offering training, coaching and mentoring.

Learn more about the program's format, the participant profile and bonus materials by following this link.

This program’s negotiation approach is not for every company. If you’d like to learn more about this program and determine if it is a fit for your company, call Jeanette Nyden, J.D. for a complimentary, one-hour strategy session.  It’s time to understand the negotiation skills gaps that stand in the way of your company’s profitability.

Jeanette Nyden, J.D.

We also offer Ala Cart Services:

1. 1/2 Day and Full Day Training Sessions For Sales, Procurement and Contract Administrators, Contract Managers and Contract Negotiators
2. On-line Training Sessions
3. Team and One-on-one Coaching Sessions
4. Mentoring (more than coaching)
5. Negotiation Skills Assessment

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