When is the last time you heard . . .
“If you want this contract, then you need to do it our way.”
“No . . . that won’t work.”
“You’re not paying attention to us. We can’t agree to that.”
Ouch! Now you are back at square one! The other guy just rejected your counteroffer. The problem is, in your heart, you knew the solution would work. You’re left thinking, “What just happened?” If you learned the secrets that the pros know about getting other people to say yes at the bargaining table would that make your business more money?
Jeanette Nyden, a Seattle business attorney and negotiation skills trainer, coached two entrepreneurs to make a successful, albeit aggressive, counteroffer in the sale of their multimillion dollar business to a Fortune 1000 company. The techniques they used netted them 11 million dollars more than they would have made had they not made a conscious effort to structure the counteroffer!
Are you intrigued?
Unskilled negotiators throw out counteroffers too soon in the conversation and don’t present it in a way that makes the other person say yes. So, they hear a lot of no.
Skilled negotiators use some very specific techniques to make counteroffers that get accepted, not rejected. To ensure that the other person is open to receiving the counteroffer, you must consciously use some simple but effective techniques. The techniques we will address are:
1. How to structure a counteroffer, from the words to use to the sequence of information to the type of information that is most persuasive.
2. What questions to ask the other person before you making a counteroffer.
3. How to prepare for meetings/phone calls where you will be making a counteroffer.
At the end of this course, you will learn that exact same techniques that Ms. Nyden taught two entrepreneurs before they netted millions more at the bargaining table. You will leave this webinar knowing exactly how to structure an effective counteroffer so you hear a lot more yes, and a lot less no.
