Workshop «Sales and Negotiations. International Experience»

We spend 100% of our active life in the sales and negotiation process, defending the interests of the company or our own interests. For successful negotiations, it is necessary to form a perception of negotiations as a systematic activity: from planning / developing arguments to concluding a deal.

Sitting down at the negotiating table, you must always remember that negotiations and sales directly depend on the development of communication skills and a flexible behavioral position.

Targeted Audience

TOP managers, sales directors, commercial directors, category managers, purchasers, sales managers; all who have function to negotiate with suppliers or buyers.

The uniqueness of the workshop

During the workshop we analyze the behavior patterns of both sides. Let us conclude what risks and dangers contain different models of negotiating, what classic mistakes prevent the achievement of a mutually beneficial negotiating format.

We will consider all these issues on the models of the negotiation process of international clients: rules, tactics, and interaction models.

The workshop was developed and delivered by a trainer who has his own rich experience in real negotiations of various sizes, both with national and international companies.

The purpose of the workshop and why it worth participating

Each negotiator / seller seeks to increase the effectiveness of personal meetings with customers regarding the conclusion of transactions on the most favorable terms for their company.

The sales and negotiation algorithm includes several stages, a set of necessary skills that will be considered by participants in two days:

Types and evolution of sales
Five success factors in sales
The art of listening
Negotiations. Types and features of negotiations
The process of preparing and collecting data
Portrait of an expert: basic skills and risks
Express analysis of various situations in negotiations
Stages of decision making on both sides
Important details and roles in the negotiations
Strategies for effective interviewing in negotiations
Non-verbal communications
Needs of the opponent: definition and errors
Ways to influence selection criteria
Risks in negotiations
International practices techniques, tools, competency models

Analysis of cases from the practice of participants will allow everyone to see what mistakes, and the lack of what professional and personal qualities interfere with the achievement of the intended goals.

PROGRAM

Day 1

Time	Topic	Brief Content
10.00-11.30	Sales	Types and Evolution of Sales Basic Rules Negotiations Process 5 factors of Sales Success Active Listening
11.30-11.45	Coffee Break
11.45-13.00	Negotiation Types	Negotiations Specifics 4 Components of Negotiations Negotiations Process – 3 P Structure and Details Data Preparation and Gathering
13.00-14-00	Lunch
14.00-15.30	Negotiations Strategy	Situation Development Scenario 3 ”O” Strategy Portrait of Expert : basic skills Risks for Expert Professional Competences
15.30-15.45	Coffee Break
15.45-18.00	Negotiations Formats	Negotiations Format Aims and Subjects of Negotiations Format of Preparation for Negotiations Assessment Criteria of Treaties Recommendations: management of own condition

Day 2

Time	Topic	Brief Content
10.00-11.30	Decision Making Process	Stages of client decision making process Classification of individuals responsible for decision making Important Details
11.30-11.45	Coffee Break
11.45-13.00	Making Contact	Polling technique Main models / techniques Tools: non-verbal communication
13.00-14-00	Lunch
14.00-15.30	Presentation Preparation	Krolar Model Mistakes in identifying needs Types of reaction of the interlocutor Ways to influence selection criteria The main mistakes in working with risks Techniques for analyzing customer collaboration
15.30-15.45	Coffee Break
15.45-18.00	Negotiations:International Experience	Negotiation techniques of international customers 10 principles of negotiation Roles in the negotiation process Negotiation tools Negotiation styles / criteria Tricks in the negotiations