Description

This high-level negotiation training allows negotiators to understand all facets: strategies, tactics, winning behaviors. Negotiators train to develop new negotiation resources.

Who is this training for ?

For whom ?

Experienced negotiator: sales engineer, key account manager, key account manager, project manager, manager and sales director.

Prerequisites

None.

Training objectives

Build strategy and tactics in complex commercial negotiation.

Conduct your negotiations by combining flexibility and firmness.

Resist the pressure of high-stakes negotiations.

Training program

• Act before the negotiation
  • The specificities of high-level negotiations.
  • Choose your negotiator posture, identify that of the other.
  • Integrate buyers' priorities to better respond to them .
• Define your negotiation strategy.
  • Determine all the points to negotiate.
  • Identify your own interests and those likely of your interlocutors.
  • Measure the issues for each party.
  • Formulate your own objectives, determine your MESORE.
• Build your tactics
  • Analyze the balance of power: the 6 power cursors.
  • Identify all the actors present.
  • Anticipate the actors' tactics: the resources matrix.
  • Build your own tactics.
• Adapt your tactics and communication
  • Establish the relationship, set the tone.
  • Define with your interlocutor the objective to be achieved.
  • Get out of negotiation on positions.
  • Seek out interests.
  • Permanently rebalance powers.
  • Adapt your negotiator style to that of the client.
• Lead the negotiation interview to success
  • Know how to stay focused on the objective.
  • Research possible options, evaluate them: the objective matrix.
  • Make people commit and conclude.
  • Stay focused on achieving objectives, even in tense situations.