Training in negotitations
Training program for Successful negotiation
Negotiations are an essential part of the sales environment
Here, it is often the smallest criterion that can have serious consequences.
For this reason, alexander verweyen BUSINESS CONSULTANTS have designed a special negotiation training that shall enable our attendees to confidently enter negotiations and to defend their own interests.
In a negotiation, it is not only good arguments that count
A situation of negotiation not only requires sound arguments and convincing statements, the way the negotiator presents himself is also essential. Body language, appearance – non-verbal communication often plays an underestimated role.
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The other person must feel that you are able to lead the conversation and to steer it into the direction you are convinced of.
This requires the ability to read the other person, to correctly interpret his/her feelings and emotions and to be able to adapt the strategy of negotiation any time based on these findings.
This is exactly what our negotiation training will prepare your staff for.
The attendees will learn how to deal with difficult situations in negotiations; in particular, they will how to avoid these situations right from the start.
The aim of this training is to create a sovereign, convincing attitude in negotiations of any kind where the attendees will overcome false modesty and insecurity and learn how to professionally prepare and conduct negotiations.
Proceedings: Success needs preparation
Of course, a successful negotiation does not start at the negotiating table.
Professional preparation is key to successful negotiations because this is the only this way to get a definite overview of the situation that is essential for successful performance.
Concept creation
Take advantage of the experience of alexander verweyen BUSINESS CONSULTANTS and request an individual concept.
This negotiation training will transfer expertise in negotiation skills
- Expertise in negotiation originates from the exact knowledge of the business situation, the product and any corresponding sub-items
- Expertise in negotiation originates from the exact knowledge of the negotiating partners and their individual preferences and dislikes.
- Expertise in negotiation originates from a strong and reasoned strategy that will get the negotiating partner right there where you want him.
Creation of negotiating expertise
The negotiation training: Clear objectives will pave the way
First of all, a clear definition of the objectives is the key to the implementation of expertise in negotiation:
- What is the aim of the negotiation?
- What details need to be clarified in any case?
- What can I offer to the opposing party in order to achieve these objectives?
Of course, not every aim can be achieved in a negotiation and there are certain objectives that are quite unrealistic. Each negotiation is unique and should therefore be treated as such because there is no general solution for the attendees to lead every single negotiation to success.
This should be one of the most important findings of our negotiation training.
In any case, an adequate preparation based on a tailor-made analysis is crucial.
And even then, there is no guarantee for successful negotiations as unexpected arguments may or procedures may arise. This is exactly what our trainers want to prepare the attendees for: this certainty that can never be achieved and they want to show them how to professionally deal and in many cases even work with it.
There are many possibilities to define the objectives of negotiations and there are individual strategies to realise these objectives. For this reason, the trainers will present different approaches to the attendees to enable them to define clear objectives as well as a corresponding strategy.
An effective tactic requires an exact analysis of the situation
Another very important item when preparing negotiations is the detailed analyses of the situation:
- Who is going to participate in negotiations?
- What interests do they have and/or represent?
The general conditions of the upcoming conversation must be understood and negotiating strategies, if any, are to be aligned accordingly. Also, such preparation will ensure the adequate mental attitude towards the conversation.
Many situations of negotiation require a conservative and careful conduct whereas others should be led by a brisk and forward going communication.
Our sales training is the only one providing this!
Our trainers want to show the attendees how to recognize these requirements in the phase of preparation and how to mentally prepare themselves prior to negotiations so that no distracting surprises may arise.
Additionally, this will enable your employees to prepare adequate conversational strategies for different kinds of situations in order to exclude most of the possible errors during negotiations.
At the same time, we prepare the attendees so that they can immediately recognise and/or provoke errors of the opposite party and generate benefits for their own conversational strategy from them.
Professional negotiations do not provide for compassion.
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We support and advise you in planning your training!
An effective tactic requires an exact analysis of the situation
Define and specify objectives of negotiation for yourself
- What are the possibilities of defining objectives for negotiations
- How can I improve my strategy of objectives?
Most common negotiation strategies – Pros & Cons
- Why compromises should not be pre-programmed
- Why using certain strategies makes you enter negotiations with prejudice and therefore not flexible.
Tactical preparation prior to negotiation
- What negotiation tactics are available and which one do I use in what situation?
- How to recognise the tactics of the “opposite party”?
Preparation for and attitude towards negotiations?
- Analysing the attendees, interests, general conditions and possible disturbances
- Mental situation: How to program myself for a successful conduct of negotiations?
Errors that need to be avoided in negotiations
- The 10 worst mistakes that shall never happen
- How to deal with mistakes of the opposite party’s in negotiation?
Small details, great effect
- What is the significance of my own body language for negotiations?
- How to interpret non-verbal signs of my negotiating partners?
Tips and tricks of the most successful negotiators
- Great appearance, skilful bluffing, humble oneself, charming flattering, considerable time pressure
- Dealing with tricks and their use in my negotiations
Successfully conclude negotiations
- Adequate behaviour in critical situations of negotiations
- Closing of negotiations – how to bring negotiations to conclusion?
In our negotiating training you will learn to work with emotions
As mentioned above, non-verbal communication represents an important part of the training.
We want to make sure that your staff is able to conduct negotiations with a closure that corresponds to your objectives that have been fixed before.
They are supported by the knowledge of efficient tips and tricks of well-known and successful negotiators that our trainers will transfer to your employees using this format. They will also explain the way and time when they can be employed most efficiently.
For example, an effective bluff may turn negotiations upside-down or different emotional tricks such as flatteries or the skilful exertion of adequate pressure on the negotiating partner may have a significant impact on the course of negotiations. Also, this way, difficult situations of negotiation may be neutralised and directed to the desired path.
In our negotiating training you will learn to take control
As you can see, we consider each negotiation a process of communication that can be controlled by sufficient preparation and the essential communication skills.
Let your staff be trained by AVBC for professional negotiators!
Are you planning a negotiation training?
We are happy to help you!