Target group

This training is available for all international Key Account Manager.

Objective

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

Language

English

Note

For further dates, please check out our Learning Campus by clicking on the booking button below.