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You Suck At Negotiating! Negotiation Skills Seminar For Sales Professionals

Tony Perzow

Tuesday, February 21, 2017 from 8:30 AM to 5:30 PM (PST)

You Suck At Negotiating! Negotiation Skills Seminar...

Ticket Information

Ticket Type Sales End Price Fee Quantity
Virtual Ticket
Live streaming Simulcast of workshop (watch from home or office) | Sorry, you will not be able to participate in the practice negotiations | Entertaining follow-up exercises re-enforcing key learnings via app
Feb 21, 2017 $497.00 $28.33
Gold Ticket
In-classroom access including practice negotiations | Cash prizes based on performance in the workshops’ final negotiation | Entertaining follow-up exercises re-enforcing key learnings via app | Coffee, tea and bottled water served throughout the day | Invitation to the networking event on the rooftop bar of the Ace Hotel
Feb 21, 2017 $997.00 $49.86
Platinum Ticket
Includes all items from Gold Ticket package | A Free signed copy of Tony’s book | Free access to micro-learning video library | Free 30 minute coaching session with Tony | Catered lunch prepared by hotel chef | A free cocktail at the networking event | Free valet parking at the Ace Hotel for entire day
Feb 21, 2017 $1,497.00 $64.86

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Event Details

  

 


 

DO YOU SUCK AT NEGOTIATING?

If you can answer ‘YES’ to three or more symptoms from the list below, then chances are, you do!

  • When a buyer suggests you lower your price, you say "where do you need me to be?
  • You often say dumb things, thereby leaking privileged information that results in the loss of power
  • You're overly worried about what your customer thinks of you
  • You take negotiating personally (“I can’t believe they low-balled me, how dare they!”)
  • You just don't like negotiating, it's rather uncomfortable
  • You're just too nice
  • You say things like "I just need to get my foot in the door."
  • You split the difference
  • When a customer mentions your competition, you tend to feel pressure
  • You'd rather negotiate through email
  • You cave on price quite easily especially when under a deadline
  • You think the definition of win/win is both parties feeling satisfied
  • You continuously give away freebies without knowing its impact on your gross margin
  • When talking numbers, you typically choose digits that end in zero or five (i.e. 10% discount, $95/unit, 5% commission)

COURSE TOPICS

DON'T SUCK AT BEING PREPARED

You’ve all heard the expression “You’ll do better in life if you do your homework.” But when it comes to negotiation, sales professionals often don’t do their homework because they don’t know what the assignment is. Well, the "assignment" is having a steady process that you can employ that will ensure more successful outcomes.

  • Learn the most important negotiation rule you NEVER learned and how to implement it for success.
  • Learn how to implement Tony’s Baggage, Headaches & Handcuffs process to give you an upper hand in any negotiation 
  • Learn how to ask the right questions so that you can get the answers you need to ensure more profitable outcomes.
  • Learn how to implement a target setting process that will make you more money

DON'T SUCK AT INCREASING AND PROTECTING MARGIN

Can you win at tennis without a racquet? Chess without the King? Or how about poker without ever bluffing? Winning at negotiation is impossible without the strategic use of tactics and counter tactics.

  • Learn how to implement proven tactics that’ll increase margin immediately
  • Learn how to implement proven counter tactics that’ll help protect the margin you already have
  • Learn how to implement Aristotle’s Three Pillars of Persuasion
  • Learn how to implement tried, tested and true techniques that’ll ensure your customer's satisfaction in any negotiation.

DON'T SUCK AT YOUR RELATIONSHIPS

How can you negotiate more profitable outcomes without disrupting the stability of your relationships with customers? Often people think that “giving in” is a sure fire way to keep buyers happy. What if saying “No” was, in fact, a better choice when it comes to the satisfaction of LTR's?

  • Learn how to implement social psychology strategies that’ll allow you to dig your heels in without ticking off your customers
  • Learn how to implement proven strategies that’ll help you negotiate with difficult buyers
  • Learn the essential strategies for creating a climate of agreement in any negotiation
  • Learn how to implement creative negotiating concepts that’ll lead to bigger and better outcomes for all parties involved.

SCHEDULE

NO DEATH BY POWERPOINT! NO COMA INDUCED LECTURING!

A large percentage of the workshop will involve attendees negotiating with each other. There is no better way to learn a new skill than to actually DO it. All practice negotiations will get an in-depth critique by expert Tony Perzow. As Tony always says “I’m willing to bet you $100 that the choices you made in this negotiation are the exact same choices you’re making in the real world!” Having a spotlight put on the negotiating decisions you make with customers will open your eyes to a whole new world of possible success.

 Registration | 8:00 am - 8:30 am

  • Sign In
  • Get settled in with a cup of coffee

Introduction & Negotiation Overview | 8:30 am - 9:30 am

  • Overview of program, main themes, and format
  • Focus group exercise
  • Why we suck at negotiating group discussion

Practice Negotiation & Critique | 9:30 am - 10:30 am

  • Expectations and their impact when negotiating
  • Illustration of competitive tactics and their uses
  • The significance of negotiating pressure

First Break Of The Day | 10:30 am - 10:45 am 

Planning & Preparation | 10:45 am - 11:15 am

  • Pre-negotiation investigation process
  • Information gathering techniques
  • Target setting

Tactics & Counter Tactics | 11:15 am - 12:00 pm 

  • Demand and offer strategies
  • Implications of time (deadlines)
  • Email negotiating

Lunch Break | 12:00 pm - 1:00 pm

Practice Negotiation & Critique | 1:00 pm - 2:00 pm

  • The importance of saying 'NO'
  • The dangers of negotiating vaguely

Aristotle's Three Pillars Of Persuasion | 2:00 pm - 2:45 pm

  • Using credibility to gain leverage
  • Using legitimacy to gain leverage
  • Evoking an emotional reaction to gain leverage

Concession-Making Strategy | 2:45 pm - 3:15 pm

  • The impact of significant concessions versus stingy concessions
  • The importance of asking for concessions in return
  • Predictable concessions to avoid

 Last Break of the Day | 3:15 pm - 3:30 pm

 Satisfaction | 3:30 pm - 4:00 pm

  • The correlation between outcome and satisfaction
  • Techniques to increase the other party's satisfaction

Relationship | 4:00 pm - 4:30 pm

  • Creating a climate of agreement
  • Avoiding conflict
  • Creative techniques to grow the deal

Practice Negotiation & Critique | 4:30 pm - 5:30 pm 

  • Revisiting the day's key concepts
  • Attendee progress reports

Happy Hour & Networking Event| 5:30 pm - 6:30 pm

  • Ace Hotel Rooftop Bar

ABOUT THE PRESENTER


TONY PERZOW

A former negotiation trainer at the Karrass Organization and Vice President of negotiation training at Strategic Pricing Associates, Tony’s mission is to help others be insanely successful. His highly engaging workshops shatter the myths and misconceptions that prevent most companies and individuals from negotiating effectively. He blends the 30,000-foot view with in-the-trenches experience and practical tools to create immediate and lasting change. Your attendee will never think about leaving money on the table the same way again. And they will leave with concrete actions, ideas, and techniques they can use to negotiate bigger and more profitable outcomes.

 A polished and engaging presenter, Tony has trained top executives from many of the leading Fortune 500 companies. His upcoming book, You Suck at Negotiating – But You Don’t Have to with a Mindful Negotiation Practice goes beyond the theory of negotiating by providing practical, action-oriented information. Before his career as a negotiation trainer, Tony was a top sales performer, procurement specialist and entrepreneur. He’s been a buyer and seller of some of the world’s largest closeouts, negotiating with such companies as Walmart, Amazon, and Costco. He’s also been a successful restaurateur, real-estate developer, and award-winning film producer.

 Most speakers strive for applause. Tony aims for getting you the results you need to win at the game of negotiation. He will help you get clear on winning, figure out how to get there, and get it done!


TESTIMONIALS

"Tony is one of my favorite instructors!  He is knowledgeable, vivacious and doesn’t take himself too seriously.  More importantly he is able to keep your attention for long periods of time.  I recently had a need to train my team of production managers and Tony was my first choice, going with anybody else wasn’t even an option."  -  Andrea B., Head of Production, RED BULL

"Tony Perzow’s training session was very constructive for me. I considered myself not a novice in Negotiations, which is why I signed up for such a compressed training session. But Tony was able to deliver nuances of Negotiation that I never thought of or even considered in the past. His way of demonstrating techniques is such that one never forgets."  -  Ruben D., Vice President of Enterprise Solutions, PANASONIC

"The key learnings I got while training with Tony have helped me and keep helping me in my daily professional and personal life. From negotiating my last job change to helping my wife negotiate hers, from dealing with top customers or my own kids, these techniques are the most up-to-date in a ever changing, rapidly-evolving market. One particular technique I started using after my training with Tony is in regard to adapting to a specific psychological profile of a given customer. Also, managing timelines have become more efficient after Tony’s workshop."  -   Fernando F., Medical Research Specialist, PFIZER

"Tony Perzow's negotiation seminar was the best that I have ever taken. Even exceeds a much longer course in college."   -  Brett M., Film Buyer, STARZ NETWORK

"Tony Perzow delivered the most engaging, interesting and memorable presentation of negotiation tactics I've experienced."   -  Drew P., Procurement, DAIMLER 

"One of the best presentations I've attended in the past 23 years!"   -  Shawn D. Sales, FORT MILLER GROUP

"I had the pleasure to participate in one of Tony’s seminars. He is a very gifted presenter, top negotiator and clearly knows his topic. His speaking style is extremely entertaining and motivating. Not only was the seminar great, but the negotiation tools I left with were invaluable.  I encourage everybody who desires to become a better negotiator, expert or beginner, to go and train with Tony."   -  Stilian N. Business Development Manager, LOCWELD

"Tony possesses two amazing skills. First, he is an expert negotiator. He understands strategies, interactions and human nature. He knows how to craft a better deal. Second, and more importantly, Mr. Perzow is a natural communicator and teacher. His classes are fun and challenging at the same time. I have personally attended and have several clients who have been through Tony's seminars. We continue to see value.  A final word. Tony is my secret weapon when I need to better understand a negotiation. What more can I say?"   -  Frank H., Founding Partner, RIVER HEIGHTS CONSULTING

"Of all the seminars and courses I took after graduating from University, this one was definitely the most effective and enjoyable. Tony has a very charismatic way of presenting the material and he connected with our group of over 30 people in a fantastic way. His knowledge of the material was outstanding and he was able to clearly explain all the concepts while maintaining an engaging atmosphere"   -  Anibal J., Strategic Business Development, PRIMALOGIK SOFTWARE

"Tony’s seminar not only helped me in my business life but in my personal life - I now find negotiating to be enjoyable, in part because of Tony and I strongly recommend him in this regard."   -  Nikko C., Manager Commercial & Analysis, CONVERDYN


FAQ's

 Is there ample parking at the Ace Hotel?

Platinum ticket holders will receive free parking at the hotel. Gold ticket holders will have to pay a $20 fee for valet parking. There are a number of public lots at various pricing within the Downtown Los Angeles vicinity.

I'd like to purchase tickets for 20 members, is there bulk pricing?

Yes, please email info@tonyperzow.com with your bulk pricing questions

What if I need to cancel my booking at late notice?

If you are registered but can't attend, please email info@tonyperzow.com at least seven working days before the workshop of any cancellations or transfers. Failure to notify will result in the forfeit of any obligation by YOU SUCK AT NEGOTIATING. You may cancel your registration and receive a full refund (less registration fee of $50), or transfer to another scheduled workshop within 12 months. Substitutions may be sent in your place. Please notify YOU SUCK AT NEGOTIATING with any substitutions prior to the workshop date. 

What about food and beverage?

Included in the Platinum Ticket package:

  • Coffee, tea and bottled water throughout the day
  • Lunch served by the hotel
  • A drink ticket for the post-workshop networking event

Included in the Gold Ticket package:

  • Coffee, tea and bottled water throughout the day
  • Sorry, you will have to provide your own lunch
  • Sorry, you will have to purchase your own alcohol after the workshop 
Have questions about You Suck At Negotiating! Negotiation Skills Seminar For Sales Professionals? Contact Tony Perzow

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When & Where


Ace Hotel Downtown Los Angeles
929 South Broadway
Segovia Hall
Los Angeles, CA 90015

Tuesday, February 21, 2017 from 8:30 AM to 5:30 PM (PST)


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Organizer

Tony Perzow

A former negotiation trainer at the Karrass Organization and Vice President of negotiation training at Strategic Pricing Associates, Tony’s mission is to help others be insanely successful. His highly engaging workshops shatter the myths and misconceptions that prevent most companies and individuals from negotiating effectively. He blends the 30,000-foot view with in-the-trenches experience and practical tools to create immediate and lasting change. Your attendee will never think about leaving money on the table the same way again. And they will leave with concrete actions, ideas, and techniques they can use to negotiate bigger and more profitable outcomes.

A polished and engaging presenter, Tony has trained top executives from many of the leading Fortune 500 companies. His upcoming book, You Suck at Negotiating – But You Don’t Have to with a Mindful Negotiation Practice goes beyond the theory of negotiating by providing practical, action-oriented information. Before his career as a negotiation trainer, Tony was a top sales performer, procurement specialist and entrepreneur. He’s been a buyer and seller of some of the world’s largest closeouts, negotiating with such companies as Walmart, Amazon, and Costco. He’s also been a successful restaurateur, real-estate developer, and award-winning film producer.

Most speakers strive for applause. Tony aims for getting you the results you need to win at the game of negotiation. He will help you get clear on winning, figure out how to get there, and get it done!

  Contact the Organizer
You Suck At Negotiating! Negotiation Skills Seminar For Sales Professionals
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