Goals

⦁ Know how to prepare intelligently for a negotiation

⦁ Know your negotiating style, and know how to change it according to the situation and the objectives you are pursuing

⦁ Adopt a structured method to be ready for any eventuality

⦁ Practice and correct yourself

Participants

⦁ Sales people

⦁ Sales managers

⦁ Key-Account Managers

⦁ 12 participants max.

Prerequisites

⦁ Mastery of sales basics

Program (1 to 2 days)

Negotiation styles and negotiators

⦁ Identify your negotiating style, strengths and weaknesses.

⦁ How to define negotiation objectives and the style to adopt

⦁ Create a constructive climate conducive to a lasting relationship, even in the face of strong opposing pressure.

Preparing for negotiation

⦁ The difference between 'position' and 'interests

⦁ Understanding the other's needs, both direct and indirect

and the ZOPA, 'Zone of Possible Agreement'.

⦁ Identify the other party's options during negotiation

⦁ Measure the consequences of a 'no'.

⦁ Define BATNA, the best alternative to no agreement at all

⦁ Create and know how to sell the value of the options we offer

⦁ Defining our end goals, the negotiable and the non-negotiable

⦁ Define the order of trading points, trade-offs and stops

Lead and control the negotiation

⦁ Recognize and adapt to opposing negotiating styles

⦁ Identify and deal with opposing negotiation tactics

⦁ Ask for and obtain the necessary agreements, in the right order

⦁ Supervised role-playing in pairs using real-life cases

Methodology

⦁ Self-test of negotiation and conflict resolution style

⦁ Role-playing exercises to raise awareness of areas for improvement

⦁ Inductive facilitation to encourage active participation

⦁ Individual coaching during training

⦁ Personal action plan

"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."

"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"

"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"

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