Business Development
NEGOTIATIONS: HOW TO MAKE PROPOSALS AND RESPOND TO COUNTER-PROPOSALS
ABOUT THE SESSION
Despite it being the critical stage of a negotiation, people often lack a proper and well thought out strategy for making proposals or responding to counter-proposals. This can often result in value being left on the table when for example the parties to the negotiation decide to simply split the difference. In this session we will look at the advantages and disadvantages of making the first proposal, how to communicate your proposal, responding to counter proposals and effective strategies to either seal the deal or walk away without damaging the relationship.
LEARNING OUTCOMES
By the end of the session, participants will be able to:
Identify the strategies that can be used to make proposals and respond to counter-proposals.
Recognise how to create value and handle difficult conversations when making proposals or responding to counter-proposals.
Implement a strategy to be more confident in negotiations so you never again have to split the difference.
Session Length: 1 hour