Implementing Consultative Negotiation Techniques

In this workshop, we will begin by using questions to uncover customer needs using a variant of the SPIN technique developed by Neil Rackham. You will work in groups to identify ways to uncover client needs through the structured process. Then we will look at the types of negotiations that businesses often encounter and how to predict and prepare for them using a tool developed by David Fleming and Jon Hawes of Indiana State University. We will finish with some roleplay scenarios to practice the concepts of consultative questioning and adaptive negotiations.

Upon completing this class, you will be able to:

1. Describe and apply the SPIN-OFF consultative questioning technique to uncover client needs
2. Summarize the types of negotiations faced in business and associated terminology
3. Utilize the Adaptive Negotiations Scorecard to determine the type of negotiating situation
4. Implement the concepts of consultative questioning and adaptive negotiations

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Instructor
Jason Deel, CAI, GPPA