CONSULT, PERSUADE & NEGOTIATE
Agenda
1 Initial Assessment: In the first dialogue, each participant role-plays an influencing conversation.
2 Open Dialogue: Skills to invite others to share their interests.
3 Active Listening: Techniques to truly listen and improve understanding.
4 Probe Facts: Learn phrases and questions to discover needs before persuading.
5 Discover Motivators: Listen and observe for possible feelings that may stand in the way of an agreement.
6 Write a Proposal: Use a format to organize a message geared to your objective and listener or audience.
7 Deliver Proposal: Physical skills to present your proposal to a listener or an audience.
8 Handling Questions: Skills to handle questions in a dialogue or presentation.
9 Handling Objections: Discover the interest behind objections. Probe, isolate and offer options to negotiate differences.
10 Request Offers: Listen to begin your negotiation. Identify priorities and changes.
11 Plan Strategies: Create strategic alternatives that are more attractive for your listener and more productive for you.
12 Use Counteroffers: A unique process to communicate the variables of a negotiation. Maximize your chance for an agreement.
13 Know Your Value: When you present your counteroffer, know and communicate your value.