| Topic | Content |
| Sales | - Types and evolution of sales
- Basic rules
- Negotiation process
- Five success factors in sales
- Active listening
|
| Types of Negotiations | - Features of negotiations
- Four Pillars of Negotiation
- Negotiation process - three "P"
- Structure and detail
- Preparation and collection
|
| Strategies of Negotiations | - Scenarios for the development of the situation
- "Three O's" strategy
- Portrait of an expert: basic skills
- Risks for an expert
- Professional competencies
|
| Formats of negotiations | - Negotiation format
- Objectives and subject of negotiations
- Format of preparation for negotiations
- Criteria for evaluating agreements
- Recommendations: managing your condition
|
| Decision Making Process | - Stages of client decision making
- Classification of decision makers
- Important details
|
| Set up of contacts | - Survey technique
- Basic models / techniques
- Tools: non-verbal communication
|
| Work with information | - Crolar Model
- Mistakes in identifying needs
- Types of interlocutor's reaction
- Ways to influence selection criteria
- Major mistakes in dealing with risks
- Techniques for analyzing cooperation with a client
|
| International Practice | - International Client Negotiation Techniques
- 10 principles of negotiation
- Roles in the negotiation process
- Negotiation tools
- Styles / Criteria of Negotiation
- Tricks in negotiations
|
