Why Can't Your People Negotiate?


Master Facilitator, Shapiro Negotiations Inc.
Webinar Recording Details
  • Category
  • Date and Time
    Wed, Jan 09, 2013 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.



Why can't your people negotiate?  Probably because they don't follow a systematic approach that been proven to be effective.
This session will provide a foundation and approach to training your staff in negotiation skills that is relied upon by top performers at all levels, from sales professionals all the way up to the C-Suite. The webinar is based on a real negotiation and requires participant interaction in a systematic approach to negotiations comprised of 3 Ps: Prepare, Probe, and Propose.  
In this session, we will focus on an introduction to the second critical skill:  Probing. Following the webinar, participants will take away a methodology and tool to ask better questions in order to uncover the other side’s needs.
Training organizations will be able to immediately help their associates and executives apply this skill upon completion of this session.  Ultimately, this allows participants to increase the likelihood of their learners developing solutions that maximize their share while satisfying the other side – WIN-win deals.

About Jeff Cochran

Jeff has coached negotiation teams within organizations and has delivered high impact presentations from forty-five minutes to three days in length.  His audience size has ranged from five executives around a boardroom table to one thousand people in an auditorium. Jeff has delivered customized programs for clients across many diverse sectors: Financial Services (Barclays, PricewaterhouseCoopers, J.P.Morgan Chase); Pharmaceutical (Novo Nordisk, Sanofi-aventis, Bristol Myers Squibb); Insurance (GeneralReinsurance, Nationwide); Telecommunications (Verizon, Comcast); Medical Devices (Toshiba Medical Systems, Siemens Medical); Sports (Chicago Bears, Baltimore Ravens, Madison Square Garden); Media (ESPN, Hearst Corporation) and a host of others.  Jeff also works closely with the Anthony Robbins Platinum Partnership, an exclusive membership-only group personally coached by Tony Robbins. Jeff is a member of the Mensa International Society and holds a B.Sc. in Agricultural Economics from Cornell University.  Jeff lives with his wife and his two children in Fallston, Maryland.

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