NEGOTIATION WRONG TURNS AVOIDED
You need your sales professionals to deliver profitable business. Yet most sellers, despite best efforts, make the same costly negotiation mistakes. Situational Negotiation Skills™ (SNS) helps sales professionals avoid these mistakes by providing them with the skills, tools, and behaviors they need to craft profitable, value-based agreements with customers and internal team members.
THE IMPACT OF INNEFFECTIVE CUSTOMER NEGOTIATIONS
1% = 8.7% = 4%
A 1% change in pricing/discount drives an 8.7% change in gross margin. If you do the math, for most large publicly traded corporations, this can result in upwards of a 4% swing in stock price.
What if your sellers had a proven negotiation model and a set of simple principles to guide them through each negotiation successfully? What if they had an intuitive framework to help them prepare for every negotiation? This is what SNS provides – a set of six negotiation principles, a negotiation model, a robust (but simple to use) planning tool and five behaviors to make these come to life –all based on the solid foundation of Stanford University research.
RED BEAR’s philosophy is that every negotiation has three dimensions. A Competitive Dimension that helps negotiators protect their own interests (and those of the company they work for); a Collaborative Dimension that helps negotiators build long-term “win-win” relationships; and a Creative Dimension where “Healthy” Tension must be managed effectively and serves as a catalyst for finding creative breakthroughs during deadlocks. When sellers master all three of these dimensions the result is better agreements that are more profitable and sustainable.
Derived from Stanford University research, these six guiding principles are the “rules of the game” that are used by expert negotiators use to navigate through each negotiation. These principles are at the hear of Red Bear’s negotiation process and form the basis for how negotiations get done.
These five behaviors (two competitive, three collaborative) guide sellers on “what to do and say” during a negotiation in order to apply Red Bear’s negotiation model and principles. When used effectively, they enable you to “operationalize” each dimension of the RED BEAR negotiation model.
This simple but robust planning tool serves as a framework for helping sales professionals plan, organize and apply RED BEARs negotiation concepts (the model, principles, and behaviors) to their real-world customer negotiations. The tool helps ensure that sellers walk into each negotiation well-prepared and ready to negotiate.