Negotiation Coaching For When You Can’t Afford To Lose
I Offer Team Negotiation Coaching in Three Ways:
TIER ONE - Pick The Team
The first key task when preparing for an important negotiation is assembling a killer team. People ask me all the time, what's the most common mistake you see in corporate negotiations? The answer is that companies automatically send their executives to the negotiating table. Too many negotiating teams consist of top-level executives who are smart and good at their jobs, but they may not have the time to put their full attention on the negotiation.
You’ve got the killer team within your company. I’ll help you find it. Your team will have the proper balance of skill-sets, experience and mindset to achieve the best possible outcome.
Then training begins. I train the team on tactics, reading other people, positioning techniques, and lead them through a planning process, covering due diligence on the opposing team, tactics, positioning, etc.
TIER TWO - Get ‘Em Ready
In Tier Two I rehearse your team, video tape them and provide feedback. We role-play scenarios, video these scenarios, and critique the videos. This is a rigorous endeavor.
We then bring in a mock team from your company, trained by me, to play the part of the other party. We video full-blown negotiation scenarios and critique again. This process builds awareness, judgment, and confidence. Your team will be prepared to the point that nothing catches them off guard, nothing arises that they have not planned for, and they are confidently in control of the situation.
The end result is the most prepared, effective negotiating team you've ever had!
TIER THREE - Execution
With strategy set, preparation completed, and skills rehearsed, you’re ready to move to the negotiation table. In Tier Three, I join your company as a member of the team. I not only quietly coach the team "behind the scenes", but actively participate and with them throughout the negotiation process. I will make sure you achieve the best result possible.
“Bob’s coaching made an immediate and significant impact on Verifone. His ability to customized his content to fit our unique environment... improved the bottom line and increased sales force confidence.”