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Systematic Negotiation: Achieve More With Strategic Accounts
Author: Mark Jankowski, Shapiro Negotiations Institute
Presentation Handout | April 25, 2010
Strategic account managers must construct deals that maintain ongoing customer relationships long after the deal is done. The workshop teaches strategic account managers that the best way to get what they want is to help the other side get what it wants. Adopting this mind-set opens doors and leads to greater success for both sides. You will learn: * A systematic approach for long-term, multi-party negotiations * A multi-step process for effective preparation * The four types of questions that establish leverage with customers * Common errors to avoid when making proposals * How to close more deals faster and at higher margins
Available to SAMA members only
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