Pathway to Negotiations™

Prepare the Path for Success

Identify the knowledge, skills, and attributes that characterize an effective negotiator. Explore how interpersonal and environmental factors impact the tone of negotiations. Learn to diagnose and eliminate communication barriers as well as anticipate and diffuse confusion, objections, and hostility that could stifle or derail your relationship. Recognize your current negotiation and conflict resolution styles. Identify personal strengths and weaknesses and develop a plan for building durable customer relationships. Learn a strategic process for negotiation that serves as the foundation for the balance of the program and on-going success. Understand the importance of being thoroughly prepared prior to initiating and leading a negotiation, and where “negotiation” fits in the sales cycle (spoiler alert: it’s at the beginning, not the end).

Develop the Solution & Identify Value Exchanges

Learn a disciplined and flexible model that reveals deep insight into the customer’s critical needs, gaps, and concerns. Master thorough pre-proposal exploration and questioning techniques that elevate the negotiation (and the relationship) to one of collaborative problem solving and inspires decision makers and influencers with new insights and ideas. Craft compelling solutions that link directly to customer needs, opportunities, buying process, and success criteria. Prepare benefit-rich presentations leveraging our proven presentation model. Identify sources and economic value of potential exchanges and how/when to leverage them within a toolbox of powerful negotiation tactics.

Successfully Navigate the Negotiation Solution

Deep-dive into the strategic process and structure of successful negotiations, including preparation, meeting management, proposal presentation, securing and confirming commitment, follow-up, and implementation. Learn to identify potentially profit-draining concessions and powerful tactics to diffuse them. Develop the competence and confidence to initiate and lead complex negotiations and handle tough situations with effective diplomacy.

Capstone Role-play

Prepare for a strategic negotiation with a real client. Apply the Carew Pathway to Negotiations approach to a specific account, including preparation, presentation, identifying potential value exchanges, and application of key negotiation tactics. Present to workshop participants and receive peer and instructor feedback.