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2012

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Vous êtes / Accueil / Formations commerciales en anglais et en espagnol / Negotiation Skills Seminar

Negotiation Skills Seminar

Cette formation est pour vous si

You're subjected to a strong pressure on price in your business segment,
Professional buyers are increasingly demanding even disconcerting,
You know that mastering negotiating is q skill that is essential to succeeding in your business.

Objectifs

Accelerate your experience in negotiating
Learn about resources used by the best negotiators
Identify types of people: distributive and integrative tactics
Structure and prepare negotiations
Adopt the correct behaviour to lead discussions and the negotiation

Le programme

"It's always the guy who weighs 120 kilos who wins the argument against the guy who weighs 75 kilos." Michel AUDIARD

Détail de la formation

Create an atmosphere favourable to effective deals

Begin confidently.
Don't be over-confident.
Use a give-and-take approach from the outset.
Understand the effects of limits and irreversibility.
Distinguish between position and objective.
Interact: internal, external, single sector and cross-sector negotiation.
- Team and two-part negotiating games.

Understanding the balance of power underlying any negotiation

Strike a balance during negotiation.
Define Best Alternative To a Negotiated Agreement (BATNA) for all parties involved
Don't be afraid to put your best foot forward
Detect and dilute distributive tactics (salami; "take it or leave it"; urgency; "good guy, bad guy"; etc.).
Being assertive in tough situations (difficult, aggressive and manipulative customers).
- Case studies
- Practice with course leader.

Preparing and structuring negotiations: checkpoints

Define a negotiating goal and strategy,
Evaluate possible areas of agreement by offsetting any concessions,
Set limits: expect the worst to target the best,
Switch off emotions before the game begins.
- Brainstorming in teams on live deals.

Controlling one-to-one situations using the DEAL method

When and how to present your opening position.
Adopt 3-pronged negotiating strategy: Who? How? What?.
Slow down: getting what you want in return.
How to react when others go too far.
Don't say it's over ... show it's over.
Know how to give your final "no".
Check you've got a good deal.
- Intensive roleplays.

Le consultant

Nathalie DALMONT

Graduate of Business Hi-School.
Graduate of "English for Business" (London Chamber of Commerce & Industry).
15 years experience :
First experience of 5 years as Sales Representative for Sony France.
Then about 10 years of experience in Transport & Logistics industry as key Account Manager then Global key Account Manager for customers of Hi-tech and Automotive industry (Thomson, Valeo, Faurecia...).
Nathalie joined the HALIFAX team in 2006. As a consultant, she delivers successful
sales and negotiations trainings for various customers in English and French.
Her "specialty": sales and negotiations in an international environment and project management.

Les plus

This course does not aim at providing you with one winning solution: we want you to both defend every inch of your margins and go for a "win-win" situation, according to your case. It does give you the key to negotiate according to the type of client, to adapt your strategy and to make the right decisions.
The course clearly examines sales negotiations. Its primary aim is to help you better defend your margins.
Its second aim is to arm participants to be bold in negotiations especially in situations which seem lopsided.
The book "key Accounts, Sales and negotiation" written by the Associate Director of Halifax Consulting is handed out to participants
Optionally, to go deeper and rework the DEAL® method, 5 e-learning modules with practical exercises and videos are available for 6 weeks after the training (duration of each module : approx. 30mn)