Resources
We hope that business negotiators find what they're searching for in our free resources. This is the next best thing to coming to one of our negotiation training courses.
Post Training Assessment
How do you know that your negotiation training has been successful? Most companies look to their feedback forms, which we affectionately call the “happy sheets.” We recommend waiting three months before assessing your graduates. We score our assessments with a pass mark of 50%.
Negotiation Simulation Training Online Game
Think of your past training courses. How much do you remember, and how much are you still using? If you're like most people, you'll have forgotten most of it. Yet it doesn't have to be this way. Years ago we were so frustrated with this challenge that we decided to do something about it. We set about creating a world-first negotiation simulation platform. Read our latest testimonials to see how much our clients love using our simulator to learn in the classroom and then again to reinforce
Customized Negotiation Sim Games
The most loved part of our negotiation training courses, earning the most praise in our feedback forms, is our industry-leading negotiation sim games. Graduates feel more confident when given the opportunity to deploy the skills and tools they’ve acquired in a customized sim game modeled around your products and market. Very few negotiation training providers possess the expertise to create customized negotiation role-play exercises. However, we’ve been designing
Sim Game Lesson #2: Anchoring
Negotiation Anchoring It’s not enough to simply make the first offer to seize the negotiation advantage. You must also anchor your offer. How do you anchor an offer? You ensure that the conversation keeps the spotlight on your offer for long enough. Think of your anchor as a ship’s anchor. If the ship’s anchor hasn’t sunk deep enough, the ship will be moved by the current and waves. If others make the mistake of investing their time arguing against your opening offer, your
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How is Gamification Revolutionizing Training?
At first, I was afraid, I was petrified…to mention the 4 letter ‘G’ word to clients. I’m embarrassed to admit that ten years ago I scolded my team when they talked about our serious business sim being a mere ‘game’. Back then I believed that accomplished B2B global leaders would not pay for their team to spend valuable company time playing games. Yet, it’s become trendy to use gamification in training courses. But what is gamification good for? In this post, I will
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Sim Game Lesson #1: Opening Offers
Opening Offers Want to quickly know whether the negotiation pro you’re talking with is any good? Ask them whether you should be making the opening offer or if you should allow others to make the first offer. If they don’t immediately and emphatically respond that you should make the opening offer, don’t walk away, run! We have been instructing clients on the value of making the opening offer and how to best ensure that your offer gives you the advantage for over two decades,
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20 Best Sales Training Programs & Courses
Effective sales training has a direct correlation to business results. According to McKinsey, stronger sales training relates to stronger performance across key skill areas. Undertaking sales training often results in higher opportunity win rates, claiming maximum value through pricing and volume, and increasing the ability to fill pipelines and grow accounts.
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How to Boost Your Sales Skills: 7 Surprising Tips
To hit their quotas, salespeople need a wide array of skills. From time management and people management to product expertise and value propositions. These skills are increasingly becoming crucial for even non-sales personnel. If you're looking to upgrade your sales skills, you may need a sales readiness strategy. Training and coaching can support the development of critical sales skills to close more deals faster. Here are seven insider tips that may seem unconventional
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5 of the Best Sales Training Games: Boost Your Skills and Have Fun
Your sales team works under lots of pressure to close deals and hit sales quotas. How can you, as a leader, ensure that your team members are regularly learning and improving on their performance? How do you find training that's enjoyable and lessons that stick long after the training exercise has ended? Using game-based training significantly minimizes costs while enhancing retention. Five of the best games that are fun and boost long-lasting sales skills include: 1. The
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How Do The Best Sales Training Activities Drive Results?
How was your company's sales event last year? Was it the same tired and tedious talk about the numbers plus a few group exercises? Too often we hear sales forces complaining of events and training that are low energy and don’t change behavior. At the same time, managers criticize low training ROI (return on investment). Plus, most reps forget their training and slide back into past behaviors within weeks. So how can sales leaders and facilitators improve on sales training outcomes?
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Marriage Negotiation
Cartoons
Issues in Negotiation: How to Solve a Problem
Negotiators can often fail to understand the real underlying issues of a problem. Meaning, these negotiators lack a key insight into what the basis for the negotiation really is. All too often, negotiators don't train themselves to identify and frame the issues in negotiation to resolve. Negotiation skills courses often emphasize that if this crucial first step of the negotiation process is not addressed properly, it's quite likely that the rest of the negotiation process
Case Studies
Negotiation Skills
What is negotiation skills? Negotiation skills are required to secure better agreements in our personal and business lives. Negotiating skills include methods of: Communicating Persuading and influencing Planning Strategizing Employing tactics, techniques, tools, systems, processes, and teamwork Negotiation skills can be learned. Meaning, "born negotiators" are a myth. Successful negotiators need to develop a variety of skills. These are drawn from various disciplines.
Definitions
How to Negotiate Price with Supplier?
To get someone to give you more of what you want, you'll find that giving them more of what they want will go a long way. So what do your suppliers value? Vendors or professional sellers the world over are overwhelmingly measured and rewarded on revenue, not margin. Margin usually acts as a constraint to sellers' ambitions. So your best routes to achieving cost savings include: Can you increase the size of your order or buy additional products or services from your vendor? If you
Questions & Answers
Hiring a Freelance Professional Negotiation Consultant
We'll answer your question by sharing general advice on how to choose between the many companies offering you commercial negotiation consultancy services. You're also welcome to call or email us to share more, and take our specific advice on choosing your professional freelancer negotiation consultant with zero commitment or charge. Freelance negotiators are referred to as Agents. Freelance consultants are professionals who represent the interests of the principal
Questions & Answers
Sales Training Tips to Avoid Price Discounting
Professional buyers the world over are almost always measured and rewarded on cost savings - not value created. So a sellers' best route to achieving higher prices and margins include: Are you talking with buyers' internal stakeholders BEFORE you have to talk with the buyer? Most Buyers who graduate from our Procurement Negotiation Training complain that managing their internal stakeholders is their single biggest challenge. If this is news to you, as it is for most sales
Questions & Answers
Team Negotiation Diagnostic Profiling
Question: "How accurately can you or your team name and rank others' top four negotiation goals or objectives?" The above graph shows a significant upside opportunity for the team. Would you find it useful to gauge your team or company's areas of negotiation strength and weakness? We will identify whether your group is homogeneous, or if their level of skills varies greatly. We also seek to find out what is already working well and how the group differs in their profile of deals.
Podcast: Sales Training on Price Increases
Paul: How do sales professionals feel when they hear their bosses’ words: “We need you to go get us a price increase”? Most salespeople love asking for price increases about as much as getting a root canal. Sales professionals worry about hurting the customer relationship they’ve worked so hard to build, and fear losing the business.This is Negotiation Expert Paul Kinsella. Calum: And this is Negotiation Expert Calum Coburn. In this podcast we’ll be discussing
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How to Fire Tech Support
Cartoons
Negotiating with WalMart Buyers
WalMart, the world's largest retailer, sold $514.4 billion worth of goods in 2019. With its single-minded focus on "EDLP" (everyday low prices) and the power to make or break; suppliers, a partnership with Walmart is either the Holy Grail or the kiss of death, depending on one's perspective. There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic
Case Studies
