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STGM A/V
PURCHASE/SALES NEGOTIATIONS
Sales people, buyers, move from compromise to creative solutions
BENEFITS OF THE TRAINING
- Acquire a method for preparing, conducting and monitoring of my negotiations
- Training in the application of a structured approach
- Development of constructive behavioural skills
OBJECTIVES
- constructively managing the tension between the competitive and cooperative and cooperative aspects of negotiation
- Diagnosing my negotiation style and measuring its impact
- To have a structured framework to prepare, conduct and follow up my negotiations
- Building enforceable and sustainable agreements
PREREQUISITES
- No
PUBLIC CONCERNED
All departments, managers and operational staff in the Sales and Purchasing departments:
Buyers in any business sector negotiating annual, multi-year or one-off listings. B-to-B sales managers, supermarkets and related companies, market managers, key accounts, management committees as part of complex negotiation processes.
Our training courses are accessible to people with disabilities.
PROGRAMME
INCLUS in training: Test to validate prior learning
1. Developing a strategic approach to social negotiations
- The 7 key elements of the method
- The complete preparation guide
2. Overcoming fundamental disagreements
- Personal barriers to communication
- The keys to active listening
3. Moving away from positional wars
- Avoiding a showdown
- Defending my interests and discovering those of the other
- Using "objective criteria
- Get the other to use the same rules of play
4. Inventing creative solutions
- Overcoming my personal brakes on creativity
- Seek mutually beneficial solutions
- Avoiding concessions while reconciling differences
5. Managing my emotions and those of others
- Acting effectively in the face of personal attacks and anger from others
- Controlling my emotions and avoiding the 2 ineffective attitudes
6. Defeating bad faith
- Recognising and unmasking common tactics
- Defusing blackmail, threats and manipulation...
- Using meta-communication
7. Increase my power
- Find and evaluate my Best Replacement Solution
(MESORE) to a negotiated agreement and that of the other - Mastering my fear of failure to stay calm
8. Diagnosing my negotiation style
- Identify my individual attitudes and tactics
- Define my negotiator profile
- Evaluate my strengths and areas for improvement
- INTRA
Sessions for 4 to 12 people :
2 days + 1 day return
experience
(or 2 half-days remotely)
Download the INTRA FR catalogueDATES
To be defined together
