Richardson Launches eLearning Consultative Negotiations Course

Richardson Launches eLearning Consultative Negotiations Course

Philadelphia, PA — July 18, 2001 — Richardson, a leading provider of sales training and consulting, today announced the release of its latest eLearning course: Consultative Negotiations. The Consultative Negotiations Richardson QuickSkill course is a part of the Richardson integrated curriculum, building on courses such as Consultative Selling. Consultative Negotiations is a dynamic Web-based learning course that is designed to help sales professionals negotiate win-win deals and build long-term profitable relationships.

The Consultative Negotiations Richardson QuickSkill course has been developed from Richardson's time-tested and proprietary content. Redesigned for Web-based learning, Richardson QuickSkills consist of two parts - completely interactive, 15 to 30-minute scenario-based training in which learners make choices and receive intensive feedback and a 30-minute robust training resource center containing role plays, definitions, and an eTrainer lecturette.

The Consultative Negotiations Richardson QuickSkill course is made up of seven integrated modules that will increase the learners' negotiation effectiveness and confidence to help them avoid leaving money on the table or making unilateral concessions. The Consultative Negotiations Richardson QuickSkill course helps users create win-win selling scenarios where they enable their customers to see the value of their solution and match their internal desire for profitable business and long-term revenue streams. Course modules include:

Preparation for the Negotiation -- planning the strategy and tactics including bottom line to maximize the outcome of the negotiation

Opening the Negotiation -- setting the stage and laying out terms for an effective negotiation

Counter-Opening -- getting a client's opening terms, full counter, and demands on the table to maintain control and avoid being piecemealed

Converting Demands to Needs -- probing more deeply to convert demands to needs and gain insight into the client's agenda

Value Justification and Concessions -- protecting essential terms by trading expendables, positioning value to persuade the client that it is worthwhile to make concessions, and trading concessions to achieve essentials

Closing the Negotiation -- maintaining the momentum of the win-win negotiation, solidifying what has been accomplished, and allowing for a successful implementation

"Consultative Negotiations is a powerful eLearning course. Particularly in today's competitive environment, salespeople need to understand the negotiation process and have the tools and skills to help them execute a win-win negotiation in which their profitability is protected and relationships nurtured", said Linda Richardson, President and CEO of Richardson. "As salespeople work through each module they are confronted with the specific negotiation challenges they face every day. They get intensive feedback on their choices and gain the skills they need to control a negotiation and conclude successful deals. How they handle these challenges on the job will determine whether or not they get the deal and how profitable it is. Our goal with this course is to have salespeople, who are always involved in negotiations, truly enjoy the challenge of working through the modules in the course and as an outcome negotiate in a more client focused, powerful, and successful way."

"Consultative Negotiations marks the delivery of a key part of our eLearning curriculum," said Linda Richardson, CEO of Richardson. "It is a continuation of our dedication to implementing our eLearning strategy to better meet the needs of our clients. Used as a blended approach, stand-alone learning, or as a supplement to instructor-led learning, these highly interactive courses help build the necessary skills to help sales professionals."

Six Critical Skillstm and Consultative Selling Richardson QuickSkills are currently available to Richardson clients and partners. Slated for summer releases are Sales Presentations and Team Sales Presentations, Exceptional Customer Care, Developmental Sales Coaching, and Sales Strategy. Future enhancements to Richardson QuickSkills include the Richardson Sales Community, peer counseling, live real-time coaching, and wireless performance support tools via personal digital assistants.

About Richardson

Richardson is a proven sales performance development organization dedicated to accelerating sales productivity of clients that rely on their salesforce as a differentiating factor for achieving top-line growth. Richardson offers a comprehensive and integrated sales curriculum. By customizing our core programs we provide participants with a process for selling and the skills, tools, and support to apply those skills in every phase of the sales cycle to build and expand client relationships. Leveraging more than 20 years of seminar and consulting experience, Richardson now offers QuickSkills as a flexible, interactive, high-impact eLearning training alternative to our clients worldwide. The Richardson QuickSkills are powered by Docent Enterprise™ (NASDAQ: DCNT), an award-winning eLearning system, which includes the award-winning Docent Learning Management Server™, Docent Content Delivery Server™, Docent Outliner™, and Docent Mobile™. For more information visit

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