Negotiate Success is a customer-focused process that improves a salesperson's ability to reach a win-win outcome. This program considers negotiations an essential part of every stage of the selling process, and participants will learn the best actions to take from beginning to end.

In the Negotiate SuccessSM program you will learn, apply, and practice the following strategies and tactics for negotiating win-win solutions aligned with your revenue objectives.

The Starting Point

• Establish a framework and identify Red Flags and Strengths aligned with your Single Sales Objective
• Learn the value of the negotiations process and why how you negotiate will determine the value you create
• Manage expectations and map out your Buying Influences

Map Your Negotiation World

• Understand your internal/external negotiation world landscape
• Separate the negotiation process into Substantive and Relationship Value

ICON Value Diamond

• Use a structured process for evaluating all the options for all parties
• Interests: the WINS, motivators and drivers of the parties
• Criteria: the RESULTS, precedents, benchmarks, and standards used to filter the
• Options: the possible solutions to satisfy the Interests
• No-Agreement Alternatives: the self-help possibilities of each party if no agreement is reached
• BATNA: (Best Alternative To a Negotiated Agreement) is what you will do on your own, away from the table, that best meets your Interests when there is no agreement

4D Negotiation Strategy

• Manage the negotiation in phases
• Design your approach
• Dig for interests
• Develop creative options
• Decide on the best possible outcome

The ICON Score Card

• Leverage a qualitative negotiations planning tool
• Identify individual or joint preferences before and during negotiations

Tactics

• Develop strategic responses to tactics used in negotiation