SUCCESSFUL HIGH STAKE NEGOCIATIONS

PARTICIPANTS

Sales management and key account representatives

GOALS

  • Be able to establish a high stakes commercial relationship
  • Develop winning attitudes and behaviors to negotiate
  • Be convincing
  • Master the art of « questioning without questions » and the different commitment strategies

TRAINING CONTENT (2 days)

DAY 1
  • Fostering mutual trust
    • Establishing rules for a better understanding of the other
    • The first moments of a meeting:  “Hello – Silence
    • First observations through cross-presentation exercises of the participants
  • Eyes to … listen to the silent language!
    • Gestures that provide us information: 5 families of illustrative gestures
    • The different types of interlocutors
    • Tribes and common territories
    • Understanding and “reading” the non-verbal in different situations
  • From active listening to understanding listening
    • The attitude of understanding
    • The dangerous attitudes
    • The DESIRES of Mr. SONCAS

Theory and role playing. Discovery of attitudes; analysis and comments

DAY 2
  • Obtain an authentic commitment from the other: commitment strategies
    • Adherence to free acts
    • The preparatory act
    • The freeze effects
    • The foot in the door
    • The door in the face

Work on objections through entertaining exercices

  • Assertiveness : the required skill of the leader
    • Be assertive without being authoritarian : “nor arrogance nor complacency”
    • Avoid escape, aggression or manipulation attitudes
    • Focus on a factual and dispassionate presentation of objective arguments

Practical exercises and reenactment of actual professional situations video-recorded, reviewed and analyzed by the trainer.

PRICE and ORGANIZATION

Single company, group or individual: contact us for a tailor-made offer