ContenidoNegotiations: Collaborating with difficult people.
Professor: Daylian Cain
This live, online workshop series is useful for executives trying to close better deals or lead their coworkers to better collaboration. Several breakout exercises provide participants with opportunities to negotiate/close a deal. With short breaks every hour, we will reveal what the most efficient deals look like and then provide direction about how to reach such agreements in real life.
Workshop #1: How To Negotiate With Clients 1While Protecting Your Margins.
Good deal-making involves learning about the other side; it is all about discovery. Experienced salespeople know this principle, but they often approach it the wrong way. Yes, we are looking for “buttons that move the client,” but more importantly, we are trying to discover buttons that we are in a relatively good position to press. For instance, while offering discounts might influence the client, it may not be the most strategic starting point for the discussion.
Workshop #2: Collaborating Efficiently, Figuring People Out.
Participants will form pairs to negotiate a contract during the workshop and will then receive coaching on how to better collaborate towards win-win deals. For instance, we will explore strategies for obtaining information from a challenging client without jeopardizing rapport. Additionally, we will delve into the nuances of what to disclose and what to withhold from the other party. This topic is applicable to both external and internal deal-making, especially in situations involving multiple issues and divergent agendas.
