IBS 2017 Master Session Explores Negotiation Skills

Negotiations—they are simply a part of life. On a
personal level, we negotiate with family members, our neighbors and sometimes
even ourselves. On the business front, there are days when it can feel as
though your sales team is negotiating with you more than they are with the

In the NAHB International Builders’ Show® (IBS) Master
Session, “Stop Being Out Negotiated: The Negotiation
Skills That Protect Your Profits,”
you will gain a fresh perspective
and refine your negotiating techniques so your profits are protected. 

In this three-hour advanced session, you will:

  • Understand how to react to a customer’s need to negotiate, and as a result, you will stay calmer, play the game longer and get more counter-offers accepted.
  • Look at the negotiating techniques being used around the world, and from that insight you will gain better perspective of how your customers are negotiating with your sales team.
  • Learn which negotiating methods to apply to your sales associates and which ones to use on your customers to better protect your company’s profits. 

The presenters will also include snippets of real-life
video to illustrate negotiation strategies and techniques to show you
first-hand how to apply them. They will share many stories from an extensive
four-month tour around the world, and their unique global view will help you
change your filter, embrace new techniques and gain a fresh outlook on the art
of negotiating. 

How to Secure Your

This Master Session will be held on Tuesday, January 10
from 1:30 – 4:30 pm and is eligible for continuing education credits. To
register, you must have a full registration or one-day education registration
for Tuesday. General seating is first-come, first-served, but seats can be
reserved in advance for $25. Reserved seating can only be purchased during IBS
advanced registration online, not on site. Simply add this session to your
Builders’ Show registration. 

Get details of all the Master Sessions offered at IBS
2017 here.

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