Advanced Negotiation Courses and Workshops

The following TableForce workshops all build upon the foundational Negotiating for Success Introductory workshop. Learning occurs through a variety of mediums including intense discussion, real-world examples, reading and writing, and highly interactive role-playing exercises to refine the new skills. Our advanced negotiation courses take a deeper dive into the psychology, tactics and solutions often used in negotiations today. Negotiation for Success I is a mandatory requirement for participation in any of the below workshops.

The Buying Game

The Buying Game workshop has been designed to strengthen the negotiation skills and improve the outcomes of sellers by arming them with behind the scenes details of the most common sourcing processes. Once these details are understood, sellers are taught how to identify, or if necessary, generate clues before negotiations begin that they have either already been selected, or are only in the negotiation as false competition to make the selected supplier “do better” for the buying organization.

Developed by professional “buy side” advanced negotiators using years of real-world experience as well as a Six-Sigma designed questionnaire completed by members of an international association of contract managers. The premise of The Buying Game(™) is that buyers (broadly defined as a person or team of people doing the purchasing) are typically in a negotiation to get the best deal from a supplier that is already selected, or strongly preferred, while most sellers enter a negotiation to give away value until they “get selected.”

In addition to lecture and discussion, depending on the medium, attendees may experience a customized role-play that will help them understand the “game” and associated tactics most buyers use to get selected suppliers to make additional concessions. TableForce teaches “a tactic discovered is a tactic disarmed” and once the seller has identified their true position, how to effectively turn the negotiations into a stronger win-win deal. Retaining more value for themselves while still making the buying organization happy.

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Managing for Success

The Managing for Success advanced negotiation workshop has been designed to strengthen the skills of those responsible to lead and manage buyers and sellers that negotiate frequently. The workshop will arm the manager with key skills and tools to effectively coach and manage subordinates that have previously attended Negotiating for Success I.  Depending on the medium, attendees may experience two role-plays that will help them understand how to monitor and coach more effectively, including the need to become personally involved in the negotiation planning process for key engagements.  

The Managing for Success workshop is a customized negotiation training designed to be a follow-on advanced workshop for those that supervise and manage sellers and buyers that negotiate.  Some of the key topics covered in this workshop include:

  • Importance of coaching to behavior change

  • Assessing the negotiation

  • How to coach the negotiation planning process

  • Leading by example

Along with ensuring negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

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Negotiating for Success – Review & Assessment

The Negotiating for Success – Review & Assessment workshop is designed to be a session with a maximum of 16 people over 2-4 hours depending on delivery method (often two sessions per day). Attendees must have previously attended a Negotiating for Success workshop.  

During this advanced negotiation course all of the key fundamentals from the first class will be reviewed. We will intimately discuss the strategies and tactics the attendees are successfully using and then drill into what strategies and tactics are not working well and why. Attendees are asked to be prepared to discuss real cases where they have attempted to apply the concepts from the prior Negotiating for Success workshop, whether they were successful or not. 

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Negotiating for Success – Deal Review Session

Touted as the most valuable of all TableForce advanced workshops, the Deal Review Session brings to life the key concepts taught in Negotiating for Success I by applying them to active negotiations that the seller or buyer are currently involved with. Documented successes confirm significant value being claimed by both sellers and buyers that participate in these training sessions. These are cost effect sessions that garner near immediate payback.  

In these 60-minute, one-on-one sessions, attendees are asked to bring a “real deal” for review. The deal will be carefully dissected and then a negotiation strategy will be constructed during the session that “raises the bar” while “helping to close the deal”; increasing value, revenue and gross margin for the sales-side, or reducing total costs for the buy-side, all the while protecting valuable relationships.  In the case of past deals, we’ll try to figure out “what went wrong” or “how to make it better next time”.  Activities may include:

  • Developing the negotiation plan

  • Understanding and countering negotiating tactics

  • Putting prior workshop learning into practice

    • Try, Plan, Raise the Bar, the Bracket, Win-Win, etc.
  • Getting on the other side’s “sheet of paper”

  • Using appropriate tactics and strategies to maximize value, revenue and margin

As mandatory pre-work, attendees are expected to complete a “deal review summary form” ahead of time that allows us to complete analysis and gain insight before the session, thereby making the actual one-on-one session more efficient and productive.

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Negotiating for Success – Inside Sales

The Inside Sales workshop will focus more on a faster sales negotiation interaction that takes place over the phone, via email, or at the counter, when there is much less time for detailed planning. There is more focus on building a strong mindset and attitude that includes confidence, courage, and determination during a rapid negotiation exchange. Many of the essential skills taught in Negotiating for Success I workshop are maintained such as Try, Plan, Raise the Bar, Bracket, Yields & Shields, etc., so that there is an effective foundation of primary negotiation skills.  This ensures that a consistent negotiating approach and common terminology are maintained throughout the organization’s entire sales team.

Some of the key Inside Sales topics covered includes:

  • Add-on sales

  • Growing revenue

  • Protecting margin

  • Vendor negotiation

  • Selling value

  • Dealing with the competition tactic

This advanced negotiation workshop requires attendees to participate in a significant amount of role-playing activities to raise their awareness of their own preconceptions and tendencies, all within a positive and safe learning environment.  Along with ensuring negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

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Negotiating for Success – Price Increase Workshop

The Negotiating for Success – Price Increase Workshop is a negotiation workshop designed to complement Negotiating for Success I with a strong, specific focus on negotiating a price increase with customers.  Successfully negotiating a price increase as part of an existing agreement or the renewal of an existing agreement requires a deliberate and refined approach.  Some of the key topics covered include:

  • Establishing the proper mindset and attitude

  • How to negotiate a price increase

  • Typical customer objections and how to respond

  • Planning for the price increase negotiation

This workshop requires attendees to participate in a significant amount of role-playing activities to raise their awareness of their own preconceptions and tendencies, all within a positive and safe learning environment. Along with ensuring advanced negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

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Back Door Selling

The Back Door Selling course is designed with two potential and distinct audiences; those directly engaged in client sales, and those on the client or customer side of a negotiation.  

The sales version of this workshop is designed to help sellers develop a list of key client questions as part of the negotiating planning process. Next, developing a list of key functions and specific individuals that can help answer these questions. The answers to these questions will help sellers to significantly increase their negotiating leverage in advance of the actual negotiation process.

The client or customer side version of this workshop is designed to help functional groups understand how sellers gather critical information by asking presumably innocent questions of support personnel often not involved in the actual supplier selection process. Attendees learn to recognize these “stealthy” questions and the dangers that are inherent in answering them. The answers to these questions can greatly diminish the negotiating leverage of the client or customer while greatly increasing the confidence and leverage of the supplier.

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