Negotiation training for International Key Account Manager
This training is available for all international Key Account Manager.
In this training you will learn how to prepare professionally for your negotiation and how to check your own negotiating power in advance. You will learn various negotiation techniques and apply them in practice-oriented case studies during the seminar. In doing so, we try to reflect on your effect in the negotiations and give you tips for a guaranteed negotiation success.
Content of the training
Definition of negotiation: differentiation from sales talk
Preparing for the conversation: motive, goal, strategy and tactics
Roles and functions in the buying center: Providing the right people with the right information
Decision criteria and strategic approach for business unit managers
Motives of the conversation partner
Building a customer relationship
Buyer matrix: Classification and relevance for the key account manager
Checking the own negotiating power
The Harvard concept
The FBI principle
Implementation of what has been learned with a sparring partner negotiation
Perception and interpretation: impact on negotiation success
The inner attitude: The negotiating partner as competitor or strategic partner
The effect of the own person: Negotiating at eye level
Dealing with challenging personalities: Type-appropriate communication
Implementation of what has been learned in simulations with a sparring partner
For further dates, please check out our Learning Campus by clicking on the booking button below.