Your Situation
Sales Directors, Account Managers, Sales Managers Region.
Your Benefit
On completion of this training course, delegates will have learned how to: - Adopt a strategic approach for effective negotiations - Successfully manage different aspects of negotiation, such as interests, tactics, power, blackmail … - Improve their negotiation skills in typical Continental negotiation scenarios
Contents
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Harvard negotiation concept
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Mutually beneficial negotiating – understanding the principle of exchange.
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Purchasing strategies in the automotive industry
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The negotiation process, from preparation to closing the deal
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Negotiating in critical situations / pain thresholds / handling breakdown
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Responding to ploys, e.g. bluffing or testing the boundaries
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Various negotiation scenarios (one to one, in teams or E-Bidding) – how to strengthen your position
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Successfully negotiating in the field of contracts, claims or change requests as well as annual price negotiations / case study
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Analysis of individual negotiating style for situational sensitivity / role-plays