Preparing and Conducting Commercial Negotiations
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Preparing and Conducting Commercial Negotiations
As a salesman, sales manager or account manager, you will frequently find yourself in situations in which you have to negotiate. Your potential customer is a professional and will try to secure a maximum result for the minimum possible costs. The result of the negotiation is a large factor in the future relationship with your customer, as well as for the profitability of the assignment. Negotiating is about the area of tension between staying true to your position and giving in to the customer’s wishes. As a negotiator, you therefore have to be able to influence the negotiations in a positive way. By using your influence, you will remain in control, leading to a win-win situation for both parties.
Who can benefit from this training?
Sales managers, purchasing managers, marketing managers, consultants, major/key account managers, account managers or salesmen.
Sales managers, purchasing managers, marketing managers, consultants, major/key account managers, account managers or salesmen.
Target and result of the training
· Learning how to set up and conduct negotiations
· Recognizing and controlling the different stages of negotiations
· Being able to switch between different negotiation styles
· Gaining insight into the effects of your behaviour
· Knowing how to keep a good balance between protecting your own interests and those of the organization, and to meet the wishes of your negotiation partner
· Getting better results out of negotiations
Content of the training
- Preparation of the negotiation process through to closing a deal
- Preparing for a negotiation: strategies, tactics, targets
- Hindering and stimulating factors
- Gaining insight into the different stakes
- Preconditions for successful negotiation
- How to have a positive influence on the negotiations
- Dealing with manipulation and power
- Developing negotiation styles and being alert for pitfalls
- Practicing negotiation skills through simulations
Information
Of course, for further information or any queries you might have, you can contact us at our office in Rijswijk in The Netherlands, phone +31 (0)70 3623617, or send an e-mail info@houthoffgroup.com