Participant Profile

Fieldforce members, who have to
negotiate their business approaches
with key accounts such as purchasers,
buying groups, wholesalers,
distributors etc.

Objective

Learn the basics of principled
negotiaton
Understand the difference between
selling and negotiating
Create a win-win situation

Outline

Persuading and bargaining in
negotiation
How to manage emotions, interests
and behaviours
Identifying shared interests, needs
and goals
Developing a plan to achieve an
agreement
Closing the negotiation with a deal,
that fits both partners
Creating a win-win situation

Method

Interactive presentations, exercises,
role plays, video analysis
 

Duration: 3 days