Effective negotiation

2-day in-company training

If you sit down at the negotiating table without confidence and good preparation, you will miss out on opportunities and therefore money. In order to negotiate with conviction, you need to know the basics of negotiation, know which steps you go through in the negotiation process and how psychology works at the negotiating table. That’s what you will learn in this 2-day interactive training.

4-8 people

2 Days

Anywhere in the world

What can you expect?

During this interactive training you will improve your negotiation skills in a group of 4-8 colleagues. We do this at a brisk pace and with plenty of interaction in the form of role plays, cases, video recordings and continuous feedback. The training can be given in Dutch or in English, whatever suits you best.

You’ll learn

The 3 basic principles of negotiations
The 6 steps of a negotiation process
The psychology at the negotiation table
6 roleplays including feedback and analyses
Negotiation tactics
Virtual negotiations

You’ll receive

A personalised action plan
1-on-1 follow-up after the training (2 x 30 minutes)
2 planning tools for future negotiations
The workbook ‘Effective Negotiation’
My book ‘The Other Side of Sales’
A booklet containing the most commonly used negotiation tactics

What participants say

“Very useful for both beginners and more experienced people”

“Well prepared and full of valuable insights”

"Although the thought of the camera scared me, it was really helpful to see my mistakes”

“Definitely going to use this. Very useful with real life examples"

Want to know how I work?

Every situation is unique and therefore requires its own, unique approach. It is always important to study all available information carefully. Based on this, you can determine your plan of action by means of good preparation.

The challenge

‘Yes’ is not always ‘yes’

Many sellers negotiate in an international context. Although the principles of negotiation are the same, it is important to take cultural differences into account. It became clear to one of my customers that in Asia, “yes” does not always mean “yes” like we are used to.

The solution

By making a few simple changes in the way of communication, we ensured that solid and clear agreements were made. Instead of confirming the agreements ourselves, we now asked the Asian customer to confirm what we agreed upon. We then checked whether this matched our perspective and made adjustments where necessary by continuing discussions.

The challenge

Pressure from the buyer

My customer had the constant feeling that she was being put under pressure by the buyer during negotiations. Price reductions were expected every year, although this was not financially feasible because the margins were simply not there.

The solution

It was clear that the buyer had targets to achieve, but at the expense of the seller. Together we analysed the buyer and the situation, whereby we could conclude that the buyer really had nowhere else to go. The seller therefore had more power in the relationship than the buyer suggested. From that moment on, the negotiations ran a lot smoother and cooperation was possible on the basis of a healthy margin.