Learning Objectives

Power Dynamics Serve as Influence in the Negotiation

  • Defense

    When your customers have the upper hand and Power Dynamics in their corner, use "Yes, If" techniques to neutralize the power and return to a cooperative negotiation.

  • Offense

    Salespeople can harness Power Dynamics and use them to their advantage. Situation, Information, and Expert Power all work well to help the salesperson through the negotiation.

  • Deploy "Yes, If"

    Apply "Yes, If" techniques and best practices to master Power Dynamics in negotiations. Confidently navigate these important negotiation events and use them to your advantage.

Course curriculum

  1. 1

    • Video: Welcome to Managing Negotiation Power Dynamics

    • Power Dynamics In Negotiations

    • Video: Negotiation Power is Influence
  2. 2

    • Video: Alternative Power in Negotiations

    • Video: Address Your Customer's Alternative Power

    • Audio: Alternative Power Exercise

    • Exercise: Alternative Power
  3. 3

    • Video: Expert Power in Negotiations

    • Video: Take Advantage of Expert Power

    • Audio: Expert Power Exercise

    • Exercise: Expert Power
  4. 4

    • Video: Information Power in Negotiations

    • Video: Navigate Information Power

    • Audio: Information Power Exercise

    • Exercise: Information Power
  5. 5

    • Video: Situation Power in Negotiations

    • Video: Managing Multiple Powers

    • Audio: Applied Power Dynamics

    • Exercise: Applied Power Dynamics
  6. 6

    • Video: Conclusion

    • Additional Insights

Gain a Power Dynamic Advantage

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