Negotiation technique

All individuals who are responsible for or take part in negotiations. Typical participants are salespeople, sales executives, key account managers and purchasing agents.

As a participant on Negotiation Technique you will be greatly motivated and become very self-confident in negotiation situations. You will become efficient at understanding your counterpart and negotiate your way to the best possible conditions in a professional and ethical manner. You will learn the rules for good negotiation technique and be able to create a win/win situation in any negotiation and partnership agreement.

The course is based on negotiation methodology and supporting theory. The course is divided into lessons with a strong emphasis on the instructor's theoretical presentations spiced up with the instructor's practical experiences. The theoretical part will always be supported by various types of cases and exercises ensuring learning, readjustment to the participant's work environment and ease of operation. To gain perspective on the acquired theory the instructor will also draw upon the experiences and diversity of the team.

• Presentation and personal action plan
• The difference between negotiation and other meetings - including sales/purchasing
• Stages in a negotiation
• Characteristics of the good negotiator
• Self motivation and attitudes
• Strategy and tactics
• Preparation and planning
• Psychological factors in the negotiation game
• Strengthen your negotiation position
• Financial considerations and aspects
• Conclusion of the negotiation
• Case training
• Human relations

The course is held as a 3 day non-residential course. Tuition takes places at the following times:

1. Day 1 from 09:00 to 16.30
2. Day 2 from 09:00 to 16.30
3. Day 3 from 09:00 to 15.00