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.
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.
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.
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.
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.
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.
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.