… for all who negotiate with customers

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

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Part 2 – Psychology in negotiations:
Reading, understanding and winning people over
(two days)

    • 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

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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

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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?

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