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10/11/2019

040 Negotiation Skills for Distributors (Part 2)

Presenter: Michael Schatzki

Date: Tuesday, March 10, 2020

Time: 1:00-4:30 pm

Level of Complexity:
Intermediate

Course Description: For those who attended Part 1, this course is a continuation of what you learned and will include some valuable exercises. The focus is on sales, purchasing and other negotiations that will have a measurable impact on your profits. The Negotiation Dynamics System provides a powerful set of tools that will give you a real negotiating edge while at the same time maintaining positive, long-term relationships.

Learning Objectives: 

  • Apply settlement range concepts to negotiate a win/win outcome
  • Integrate problem-solving into the negotiat­ing pro­cess
  • Manage risk in order to get a better deal without losing an agreement
  • Use added value and differentiation as the keys to successful negotiation
  • Recognize and learn how to counter negotiating tactics

Michael Schatzki

aeaMichael has been Principal of Negotiation Dynamics® for more than 25 years.  He has designed and delivered hundreds of sales negotiation seminars for businesses and organizations in the United States, Asia, Europe, the Middle East, and South America. Plus, as a practicing negotiator, he consults with clients, helping them navigate and succeed with their most challenging negotiations.

 

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The Little Black Book of Strategic Planning for Distributors

Brent Grover

UID Book Store Covers

Brent Grover’s latest book on the wholesale distribution industry, The Little Black Book of Strategic Planning for Distributors, is published by Modern Distribution Management. This is a concise book covering the critical pieces of creating a strategic plan for a wholesale distribution company including case studies, exhibits and end-of-chapter questions for your management team. 

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