There must be as many misconceptions about negotiations as there are about selling. Here are just four that so often send salespeople off in the wrong direction:

• The purpose of a negotiation is to win.
• The focus is to defeat the other party.
• It really comes down to just one thing:  Price.
• Negotiation is a key element in selling.

Sellers hurt themselves, their company, and even their clients by not knowing how to negotiate. Too many sellers fail to get the order (or a good order) because of insufficient negotiation skills. When you sit across the table from a prospect, are you thinking 'adversary' or 'partner'? When they intend to maintain a strong relationship over a long period, the most successful negotiators don't aim to vanquish the other party. Rather, they believe in—and practice—partnering and collaboration.

At CSS, we offer an online course (Win-Win Negotiation) and various on-site workshops specifically designed to teach sellers how to negotiate for a win-win outcome—or at least counter the tactics of a win-lose negotiator. Here are some examples of the negotiation strategies and tactics covered:

• Laying the groundwork for Win-Win-and why negotiation need not be a zero-sum game.
• The difference between Competitive and Collaborative negotiation styles.
• Dealing yourself a powerful hand. (Remember: In every negotiation, the cards are dealt before the bargaining process begins; they are merely played out during the bargaining.)
• Understanding your Power Inventory and knowing how and when to use it.
• Developing all the Non-Price Issues—the key to finding win-win outcomes.
• Using the Four Rules of Concession Making.
• Shifting the negotiation from single issue to multiple issue.
• Telephone negotiations—the inherent risk and how to reduce it.
• How to use and benefit from the Negotiation Planner form in every important negotiation you face.

Workshop Schedule

Win-Win Negotiation is available online. Related negotiation workshops can be presented upon request at clients' premises. For more information or to schedule a negotiation workshop, contact your CSS Consultant.