Agenda:
Win Win Negotiating for High-Tech Sales Professionals

Win/Win vs. Win Lose Mentality

• No matter who the participants are, the context of the game determines the outcome

Recognizing and Dealing with a PLAYER

The Impact of Style over Substance

Top Negotiating Mistakes

• What they are and how to avoid them
  

Top Negotiating Gambits

• What they are and how to preempt and/or counter every one

How to Prepare

• How to prepare for a successful negotiation:
• Increase your comfort and personal presence by becoming a skilled and confident negotiator
  • Learn how to assess the other party’s position
  • Learn how to assess your position
  • Learn how to prepare and use two key lists