ERC Negotiating - Socratic Negotiating Skills

SOCRATIC NEGOTIATING SKILLS

Agenda

1 Prepare your Position: Define your strategy before the negotiation begins.

2 Open the Dialogue: Open in a way that encourages customers to help you understand their issues.

3 Listen Actively: Show the customer that you are gathering accurate and complete information.

4 Probe for Rationale: Explore your customer's bargaining position to build steps for an agreement.

5 Solicit / Make the first Offer: Set a constructive tone for the initial offer/counter-offer exchange that begins the critical phase of the negotiation.

6 Create Options: Expand the list of issues that factor into a negotiation and increase your opportunities for an agreement.

7 Confirm Agreements and Benefits: You conclude the negotiation with a firm understanding of the terms of agreement, and show appreciation of the benefits derived from the negotiation.

Negotiate win-win agreements and build positive relationships
Objective		Equip professionals with a negotiating strategy to appreciate their customer’s position and represent their own company's interests.
Designed for		Sales professionals and managers who negotiate.
Benefits		Through practical exercises focused on your work experience, you will learn about: • Organizing thoughts and company needs prior to the negotiation • Setting a positive tone from the start • Actively listening to the client’s position • Uncovering what’s behind the client’s position • Moving towards an agreement • Using new counteroffer techniques • Establishing a walkaway position • Creating options • Ending on a positive note