Target group You may be an account manager, buyer, and sales representative or sales manager with several years’ experience in the commercial field. In your job, you are often confronted with conflicts of interest in your negotiations over project proposals, offers and preferred supplier contracts. You wish to learn to close better deals which benefit, and continue to benefit, both you and your negotiation partner.
Course content This practical training course concentrates mainly on the behaviour of managers who are responsible for the sales target. Using case histories, assignments, simulations with a professional actor and individual feedback, you will discover which factors hinder or promote effective behaviour. As in most of our trainings, you own personal business circumstances will serve as a reference. We provide you concepts, points of view and theories to help clarify your experiences. Using creative techniques, you will learn to approach negotiations from various perspectives. The object is to integrate your thoughts, feelings and wishes. Between sessions, you may take part in self-reflection work groups with other participants.
ResultsYou will negotiate better deals, and more easily. You will have a better insight in how you work, allowing you to better guide and direct the commercial negotiation process. You will be prepared to take new directions, which helps you create more room for manoeuvre in your negotiations. But you will not just want it all: you will also consider your relationship with your customer.
Competences strengthened during the training:
Duration1 to 2 days, depending on the training goals.
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