Page 72 - Dale Carnegie Course Catalog
P. 72
Negotiations Mastery
Primary Competency Categories:
The ability to apply learned skills is the most important measure of participation in a training program. This session will give you the opportunity to demonstrate the negotiations process from start to finish. Practicing a sales presentation in front of colleagues pro- vides a safe environment for feedback before trying new concepts in front of actual buyers. Using a proven, repeatable negotiations process creates more consistency in the marketplace, and rein- forces competitive advantages when you are customizing negotia- tions to each buyer. You will have to opportunity to identify best internal practices and capitalize on the strengths of the sales
At the completion of this module, participants will be able to:
Tie the negotiations process together
Implement strategies for effective negotiation planning and
preparation
Practice the negotiation process elements
Assess your colleagues on their ability to negotiate
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Customer Experience
Creates an environment with customers to maintain a positive
long-term relationship. Leverages positive experiences to create customer loyalty and a desire for them to be a champion for our organization.
• Communication
Practices active listening supported with meaningful oral and written information.
Conflict Resolution
Brings people together who have been separated by their differ- ences.
Negotiations: Presentation
Primary Competency Categories:
In negotiation presentations, your mission is to convince the other side to take action based on your agenda. You are not simply con- veying information; you want your listeners to do something differ- ently based on your presentation. Your objectives in the negotia- tion presentation are to speak in terms of your listeners’ interests and to tell them how they will benefit from taking your recommend- ed action.
At the completion of this module, participants will be able to:
Present alternative solutions to build win-win outcomes
Communicate added value to create a competitive advantage
Align solutions with the actions and agendas of the other party
• Customer Experience
Creates an environment with customers to maintain a positive long-term relationship. Leverages positive experiences to create customer loyalty and a desire for them to be a champion for our organization.
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Communication
Practices active listening supported with meaningful oral and written information.
• Influence
Consistently directs situations and inspires people for an all-win environment.
Team Building
Primary Competency Categories:
POWERFUL PEOPLE SKILLS INSPIRING PRESENTERS 71 LEADERS WHO BUILD AMAZING SERVICE
Teams are dynamic, ever-evolving workplace entities. Ideally, teams are growing in terms of skills, processes, and team interac- tions, even though they inevitably experience ups and downs on their paths to consistency and success. If the team is continually building on the strengths of the individual team members, and build- ing structure and efficiency in its processes, it will achieve greater and greater success.
At the completion of this module, participants will be able to:
Create common purpose for team members
Examine the values that govern team interactions
Create a unifying team vision
Create a team environment of mutual support
Commit to principles for building teamwork
• Teamwork
Organizes work tasks, people, and resources to deliver most effectively on organization goals.
• Leadership
Drives business results by aligning the vision, mission, and values to enhance business value. Is able to enlist the willing cooperation of others, while tapping into their highest skills and abilities, to achieve desired results.
