Negotiation training – who needs it?
In six years of business, I’ve seen countless presentations, attended a raft of seminars, and been given advice – some good, some not so good.
But one presentation stands head and shoulders above the rest. It has been the one thing which has had a positive effect on my business. It’s something that’s been translated into hard cash – time and time again.
I first saw Ken Norman’s presentation … the 7 secrets of successful negotiation … at the 729 networking breakfast in Chipping Norton. I think he was talking about me. As soon as price was mentioned, I squirmed. My resolve went out the window as uncertainty came in the door.
I’d stutter, stumble, and it only took the merest intake of a client’s breath to send my already fair price to the bargain basement. If I could avoid the subject of price, I would. “Emm … well difficult to say … probably around about £?”, would be my not-so-firm reply. It was classic stuff.
Within a week of Ken’s presentation I was on the phone to a client negotiating a retained contract. When the price negotiation started, I began to … and then I stopped. It was as if Ken Norman was standing beside me prodding me into action. The result? We saved ourselves a four-figure sum on that contract … or you could say we earned an extra four-figure sum.
Today I’ve got my negotiation techniques off pat. I know what to do, how to negotiate, and I can do it with confidence.
Ken Norman’s 7 secrets of negotiation at the Evolution Workshop is not to be missed. If you do one thing today, make sure it’s booking your place … unless of course, you’re one of our clients. In which case I really would rather you stayed away.
Blog by Joy McCarthy