Offering
Value-added negotiations
Sellers overthink negotiations and they become overwhelmed because they don’t have a clear roadmap to maneuver this critical customer interaction
Based on our research and years of insights, we believe Value-Added Negotiations will help you and your team transform the approach to negotiations. Great negotiators can turn every negotiation into a successful, collaborative agreement, and Value-Added Negotiations will make this a reality for your organization. This program works from the proven premise that every negotiation should involve multiple dimensions of interests and offers a straightforward model to plan and engage in negotiations effectively, which we have developed through a 5-module program.
Module 1: Demystifying Negotiations
Module 2: Engaging Buyer Interests
Module 3: Securing Equal Value
Module 4: Navigating Negotiation Interactions
Module 5: Practice and Application
Business challenges addressed
- I need my sellers to understand the changes in processes, customer mindsets, and selling outcomes that occur during downturns or other times of distress.
Program details
- Each module is 90 to 120-minutes in length
- Format: virtual or in-person
- Delivery options available for a 1.5-day in-person session or spread out over a two weeks virtually
- Capacity 15-35 participants per session is recommended
Related offerings
Clients who have worked with BTS on Value-Added Negotiations have also shown interest in:
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How we help
Demystifying negotiations
Participants explore gaps around good versus great negotiation dynamics.
Learning objectives:
✔️ Understand sellers’ current approach to negotiations.
✔️ Recognize the dynamics at play during different types of negotiations.
✔️ Learn to engage in value-based negotiations through short, focused collaborative interactions.
1 of 5
How we help
Engaging buyer interests
Participants explore the advantages of understanding their customers’ interests versus positions
Learning objectives:
✔️ Describe the relationship between a buyer’s interests and the why behind their positions.
✔️ Use effective questioning skills to peal the onion to get to the root cause of a position.
✔️ Learn to engage in value-based negotiations through short, focused collaborative interactions.
2 of 5
How we help
Securing equal value
Participants explore the cost versus value model to ensure that they are trading equal value.
Learning objectives:
✔️ Learn how to create offerings that are high value to the customer at a low cost to the seller.
✔️ Build negotiating skills by applying negotiating best practices to different situations.
✔️ Respond effectively when other parties engage in non-cooperative behaviors.
3 of 5
How we help
Navigating negotiation interactions
Participants comprehend and utilize the validate, explore, and agree (VEA) model in tactical situations.
Learning objectives:
✔️ Apply questioning techniques to validate the buyer’s perceived value of an offering.
✔️ Engage in structured exploration of alternatives to co-create new offerings.
✔️ Evaluate alternatives against the impact of the buyer’s business objectives.
4 of 5
How we help
Practice and application
Participants practice and apply their skills in a customized mock negotiation
Learning objectives:
✔️ Practice and experiment with new negotiation techniques and models in a customized mock negotiation.
✔️ Evaluate your negotiation skills, receive feedback on your performance, and identify areas for improvement.
5 of 5
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