Negotiation Excellence Audio CD's

Includes Program Book


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You can order these CD's on-line below.   

Negotiations Excellence - For Outside or Inside Sales Persons

Our 80 page book plus the six-hour program sound track on a set of CD-ROM's on How To Increase Your Negotiations Effectiveness. 


Introduction To Negotiation: General negotiation principles, attributes of skilled negotiators are presented along with the factors affecting success in negotiation.  The concept of finding an agreement that really helps both sides is explored.
Negotiation Styles: A variety of negotiation styles are presented along with the inherent pros and cons of each style and how best to deal with them.  The attendees are given a test to determine their dominant style.
Situation Analysis: Successful negotiation is based on information and it starts with analyzing the situation.  Studying the other party from a number of vantage points is crucial in determining how to deal with them.  The concept of a "Preferred Supplier" is presented and discussed and attendees are provided techniques to determine if there is one and what to do about it.  Attendees learn the importance of understanding what motivates the other party, identifying who the decision makers are and how to evaluate the competitive situation.
Negotiation Leverage: A look at different types of leverage and how to identify who has the leverage in a negotiation.  Techniques to improve your leverage are presented.
Goals And Expectations: The importance of having a high aspiration level is discussed and methods are presented to help evaluate the value your solution provides so that you will develop proper goals and expectations.
Validating Your View:  The best persuasion is "proof".  We show how to use statistics, government reports, Internet sites, printed documents and other information to support your position. 
Exchanging Information:  This section deals with what information to get and how to get it.  Techniques such as informal pre-meetings, phone calls and social get-togethers are discussed. Specific questions are presented and other information gathering techniques are discussed. 
Tactics and Countermeasures: A long list of the tactics employed by a wide variety of negotiators and the best ways to deal with them.  This provides attendees a laundry list of methods they can select from to deal with "other parties".
Making Concessions: Alternative opening values are discussed and a variety of concession strategies and patterns are presented and discussed.  The whole negotiation "numbers exchange" process is diagramed with a variety of alternatives analyzed.
Getting Commitment:  Agreement is not necessarily commitment.  Getting commitment can be as tricky as exchanging information.  We present practical techniques for taking an agreement to an enforceable and measurable conclusion.
Cultural Differences:  Here we help to understand how the different cultures approach negotiations.  Insights are provided to improve dealings with Asian, Latin, European and other cultures. 
Ethical Considerations:  Integrity in negotiations leads to long-term relationships.  We present what negotiating fairly and in good faith is all about. 
Selecting The Proper Strategy:  Every negotiation should have an overall guiding theme that helps in deciding tactics to use and concessions to make.  We present several different strategies and match them to different negotiation scenarios. 
Developing The Plan To Implement Your Strategy:  Once you have the strategy defined a detailed plan must be developed to implement the strategy.  We provide a skeletal worksheet to prepare yourself for "Negotiation Excellence". 

Speaker: JOHN MITCHELL is an interesting and entertaining speaker and president of Mitchell Selling Dynamics, Inc. He has made presentations to audiences of over 10,000 people from companies including: Eaton Corp, Carboloy, Norton, Parker Hannifin, W.W. Grainger, General Electric, J&L Industrial Supply, TRW, Pratt & Whitney, Caterpillar and many more.

:  $49.00 total, includes: Mr. Mitchell's class book, six one-hour CD-ROM's covering the sound track from a recent program, a handsome cassette album, shipping and handling. 

Negotiation Excellence CD's  



Mitchell Selling Dynamics, Inc.
Since 1990


1360 Puritan Avenue, Birmingham, Michigan 48009, USA
Phone: 248-644-8092

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