Negotiation training for salespersons and all others who negotiate with customers.
Part 1 – Negotiation techniques – “Toolbox for strategy and tactics”
Part 2 – Psychology in negotiations – “reading people, understanding them, winning them over”
Part 3 – Personal development – “The professional negotiator”
Special topic – “Negotiating with monopolists or overpowering partners”
Special topic – “See through the buyer: His strategies, tactics and tricks”
Special topic – “Intercultural Negotiations”
Part 1 – Techniques of negotiation:
Toolbox for strategy and tactics
(two days)
- What does the success of a negotiation depend on?
- Strategy, tactics and style in sales negotiations
- Enforcement versus agreement
- Workshop and exchange of experience: Development of a guideline for the preparation of negotiations
- The EVEREST-Methode® for optimal planning of your negotiation
- Preparation of a powerful argumentation: rehearsing successful argumentation techniques
- Counter-argumentation: mastering chains of argumentation and objection techniques
- Tools with which I can evaluate and influence the position of power
- Tactics construction kit: start of conversation, appearance, price anchor, atmosphere, organisation, style and further tactics elements
- The first impression: appear confident
- From the right small talk to a successful graduation technique
- Conducting discussions and negotiations in all phases of the negotiation
- Prices confidently represented: Understanding the price as a self-evident product characteristic
- Act and haggle correctly
Focus: 1st circle of the three topics
Part 2 – Psychology in negotiations:
Reading, understanding and winning people over
(two days)
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- The EVEREST-Methode® as a basis for conversation control
- Establish wavelength and conversation atmosphere
- Empathy: reading, understanding and winning people over
- The goals of the other: To ask the right questions and listen actively
- Conversation control with transaction analysis
- Charisma: myth or craft?
- Appearance and effect: appearance, body language, voice and business behaviour
- Sovereignty and self-confidence
- From charming to biting: the repertoire of the master
- Dealing with different personality types
- Personality in the test: Which personality type am I?
- The personal negotiation style
- Specifics of price, complaint, contract and other typical negotiations with clients
- The seven best negotiation strategies
- The tactics kit: the right tool for every negotiation
- Recognizing and countering unfair negotiation techniques
Focus: 2nd circle of the three topics
Special topic: Negotiating with monopolists or overpowering partners (two days)
- When the air gets thin: We perfect the EVEREST-Methode®
- “Sell” credibility, sympathy and respect
- Negotiate with overpowering customers
- Demonstrating power and showing strength
- Tough on the border: Score with uncertainty of the negotiating partner
- Use and influence the strategic negotiation positions
- Looking over the buyer’s shoulder
- The dirty tricks of buyers and the strategic tools of purchasing
- How do I deal with threats, manipulation and personal attacks?
- How do I use manipulation techniques or ward them off?
- Even in extreme situations: stay calm and confident
- Dealing with difficult dialogue partners
- Winning psychological battles
- Anyone can learn it: quick-witted in any situation
- Conflict resolution techniques
Special topic: See through the buyer: His strategies, tactics and tricks (two days)
- From corporate strategy to purchasing strategy
- Importance of costs, savings and ROI in purchasing
- The purchasing strategy in the daily work of the purchaser
- How is the successful purchaser measured?
- Preparation for negotiations and discussions in purchasing
- The E V E R E S T-Methode® for buying and selling
- Interaction of purchasing and specialist department
- Back door selling and maverick buying
- The question of power: Who has more to lose?
- Situation and risk assessment before the negotiation
- Positioning and classification of suppliers
- Read the buyer: From body language and appearance to goals and tactics
- The different types of purchasers
- Selling according to type
- Something is wrong: Gaps in the argumentation
- Negotiation mass and compromises: Where does a deal make sense?
- Understanding the buyer’s argumentation
- Dealing correctly with manslaughter arguments
- Classical argumentation techniques
- Manipulative techniques: From well poisoning to the “earlier” technique
- The buyers’ bag of tricks
- Aggressiveness and arrogance
- Old School Tricks
- Dealing with threats
- Lessons learned: what does this mean for the seller?