Budgets are being slashed and customers are closing their doors or merging with other businesses to survive. Everyone is being forced to do more with less. However, these reasons are NOT compelling arguments to lower your margin or give away intrinsic value – this is a feeble strategy that guarantees you will go out of business trying to stay in business.
Successful negotiations begin with successful business strategies. Market positioning; an irresistible offer; proper engagement; effective implementation.
Negotiating in a down-turned economy requires brand positioning that meets your customers where they are at. It’s about having a three-tiered cost structure – a premium value option, a moderate value option and an economical value option – to reduce the probability that you will be eliminated from consideration.
Negotiations can be complex as multiple players with different agendas and ill-defined wants and needs jockey for control.
Influencing the outcome of a negotiation requires that you:
- Prepare properly. Most people don’t know what that really means . . . you will learn.
- Be emotionally centered and project confidence. Perception influences reality.
- Ask strategic questions without initiating defensiveness.
- Never give a concession without getting something in return.
- Transform roadblocks into opportunities.
The right strategies and approach will increase the probability that mutually agreeable outcomes will unfold.
To begin the process of strategizing how to negotiate in a down-turned economy, click HERE to contact me.
What clients have to say . . .
"From a single negotiation workshop, I paid for my wedding, put a down-payment on my new house and had money left over to invest as a result of using what I learned. Awesome!" - Carl Mazzanti, President/CEO emazzanti
“Your presentation was outstanding. Within 48 hours, I negotiated a deal using the techniques I learned from you and saved double the cost of the session.” - Mike Fitch, Director of Sales and Marketing, Stratagem
“Christine is the consummate professional! One of my clients featured Christine as the keynote speaker for their customer business conference - her topic, Secrets of Successful Negotiating. Her presentation was powerful, fun, interactive, engaging and chock full of 'take-aways'! She just radiates thoughtful, positive energy. Through the years, we've worked together on various client projects - Christine is insightful, articulate, assertive and comes equipped with results-oriented experiences each and every time.” – Gail Mackiewicz, Owner, MaxIt Inc.
"I learned how to earn more respect from my customers. Excellent session!" - Hewlett-Packard, North America
