Formation : Negotiation skills seminar " Forget about the win/win illusion "

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.

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.

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