This course is for anyone who wants to improve the relational aspects of their negotiations and better detect their personal style. It will enable them to analyze power dynamics in face-to-face settings and how the other party operates in order to adapt their own behavior and arguments.
Training at your location, our location or remotely
Ref. NEO
2d - 14h
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A la carte training
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This course is for anyone who wants to improve the relational aspects of their negotiations and better detect their personal style. It will enable them to analyze power dynamics in face-to-face settings and how the other party operates in order to adapt their own behavior and arguments.
Intended audience
Anyone who wants to develop their potential as a negotiator.
Prerequisites
No particular knowledge.
Course schedule
The sales negotiation process
Understanding different negotiation styles.
Evaluating the risks of sales negotiations.
Key principles of successful negotiations.
Building long-term relationships.
Negotiation Strategies
Preparing and structuring every negotiation.
Identifying and leveraging interests of all parties in complex situations.
Dealing successfully with tough negotiators.
Establishing short and long-term Goals.
Building Trust & Rapport.
Positive Mental Attitude.
Affirmations & Visualizations.
Maximising the value proposition.
Buyers' Motivational Value Systems
Understanding professional buyers' hidden agendas.
Top 10 tricks used by buyers.
Avoiding all tactics.
Countering negotiation techniques.
Dealing with conflict expertly.
Effective Listening
Active Listening.
Asserting yourself in emotionally-tense situations.
Developing interpersonal relationships.
Identifying and understanding your negotiator's needs.
Enhancing your flexibility.
Questioning Techniques
Uncovering Needs. Real versus subconscious.
Advanced Questioning Techniques.
Questions types: Closed, Open, Paraphrasing.
Selling Benefits & Value
Features or Benefits.
Seven key customer Needs: Security, Convenience, Peace of Mind, Economy, Save Time, Reliability, Save Money.
Customers buy benefits.
Selling what people really want to buy.
Learning to Build Value into your Offering.
Hands-on work
What Value or Worth Does Your Product Have ?
Overcoming Objections
The Four "P's": Price, Product, Personal and Postponement.
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Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class
No session at the moment, we invite you to consult the schedule of distance classes.