Offerings

Value-added negotiations

Sellers overthink negotiations and they become overwhelmed because they don’t have a clear roadmap to maneuver this critical customer interaction

Experience the BTS difference

Program description

Business challenges addressed

Program details & options

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
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Timeline graphic titled 'Value-Added Negotiation Journey in Five Steps' showing five numbered steps: 1. Demystifying Negotiations, 2. Engaging Customer Interests, 3. Securing Equal Value, 4. Navigating Negotiation Interactions, 5. Practice and Application.

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

Format
Virtual or In-person
Duration
Each module is 90 to 120-minutes in length
Capacity
15-35 participants per session is recommended
Delivery options available for a 1.5-day in-person session or spread out over a two weeks virtually

Related offerings

Clients who have worked with BTS on Value-Added Negotiations have also shown interest in:

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Negotiation traits that matter
Six negotiation skills: Openness - open mind and collaborative attitude; Flexibility - agile conversation flow; Thoughtfulness - tests intuition with objective data; Preparedness - considers critical issues; Inquisitiveness - explores ideas collaboratively; Presence - confident and attentive in conversation.
Two hands in business suits holding chess pieces over a large red question mark surrounded by a magnifying glass, clipboard, and pencil on a light blue background.

Demystifying negotiations

Participants explore gaps around good versus great negotiation dynamics.

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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.

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.

Four young professionals having a business discussion at a table in a bright office.
Person in suit holding two wooden puzzle pieces each labeled WIN, fitting them together symbolizing a win-win situation.

Securing equal value

Participants explore the cost versus value model to ensure that they are trading equal value.

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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.

Navigating negotiation interactions

Participants comprehend and utilize the validate, explore, and agree (VEA) model in tactical situations.

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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.

Two silhouetted men in suits shaking hands on a diagonal red and white background, casting long shadows.
Illustration of two business figures pushing oversized opposing chess kings on a board with a world map in the background.

Practice and application

Participants practice and apply their skills in a customized mock negotiation

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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.

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Ready to start a conversation?

Every successful transformation begins with a meaningful conversation. Connect with us to explore how BTS can partner with you to make the shift.