Participant Profile

All who are involved in the
negotiation process: sales manager,
key account manager, product manager,
managers in cross functional teams

Objective

Learn and practice successful
negotiation based on shared interests,
problem solving and benefits of winwin
situations
To maximize profitability and
sustainable partnership by principled
negotiation

Outline

Bargaining and persuading in
negotiation
Managing behaviours and emotions
Making concessions
Understanding conflict and knowing
how to deal with it
Tactics
Closing deals creating values for
both parties
Managing the negotiation process

Method

Interactive presentations, group
work, role plays, case studies, video
analysis

Duration: 3 days