AGREE: Negotiating Collaborative Agreements

Build a solid methodology for negotiating with external customers, suppliers and internal stake holders. Preserve the profitability of your deals and improve the working relationship you have with your best clients.

What is AGREE?

AGREE provides selling organizations with a solid methodology for negotiating with external customers, suppliers and internal stake holders. AGREE is a universal approach to negotiating that is not limited to a specific sales setting (such as negotiating with purchasing). Our goal is to leave your sales force with the means and the strategies to negotiate in a broad range of sales settings.

AGREE is a powerful framework for systematically looking at all parts of a sales negotiation. The framework is a simple, effective way to thoroughly prepare for and conduct sales negotiations. This two-day workshop will equip your sales force to:

• Proactively plan their sales negotiations. Waiting to “see what the other side does” is not a plan!
• Thoughtfully integrate their sales process with their negotiation process. Negotiation is not always at the end of the sales process, and it’s not just about the price.

Workshop Design

We begin by meeting with your sales teams to gather information about who they commonly negotiate with and the typical topics they negotiate over. By examining some of the current negotiations your sales force is involved in, we gain a general understanding of how your company’s negotiation process is being executed by your sales force. From this information we determine how we can improve upon your existing process. This information is then incorporated into the AGREE workshop’s design and case studies to ensure the workshop content and methodology meets the targets you’ve set for improving your company’s negotiation outcomes.

• Workshop Design - Based on our findings, we adapt the AGREE framework by building specific teaching examples. These help students more fully grasp how AGREE fits their specific environment. We next build or customize the case studies needed to further tailor the AGREE workshop to your needs.
• Day 1: Defining the AGREE Framework - Participants are introduced to the AGREE framework through a combination of provocative exercises, lectures and case studies. At the end of Day 1, our target is for students to have discovered their current negotiation strengths and weaknesses and they can apply the AGREE framework to improve how they negotiate.
• Day 2: Practicing the AGREE Framework - By using a combination approach of interactive, tailored lectures along with case studies of various lengths, participants learn strategies for using the AGREE framework in a variety of settings. Strategies for dealing with challenging negotiators are introduced and practiced using brief lectures and case studies.

Benefits to Your Organization

• Instills a negotiation language for your use in internal conversations about the status, process, and strategies of negotiations
• Provides a strategy for building long term relationships as well as strategies to gain the most profitable deals possible
• Builds strategies that enable you to effectively ‘walk away’ from negotiations with minimal damage to the long term relationship
• Generates specific negotiation tactics that will work to improve your company’s real world negotiations.

Benefits to Your Salespeople

• AGREE works with your existing sales process to help your salespeople negotiate better deals.
• AGREE helps when your salespeople run into roadblocks that may not be able to be addressed through normal selling skills
• AGREE helps you deal with difficult negotiation situations
• Provides a systematic way to plan for and to approach negotiations of all types
• Provides specific negotiation moves that may delay or prevent pressure to lower prices 

View the full AGREE Description (pdf)

Contact Us today or call (770) 552-6612 to schedule a free consultation!