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 35 most common 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"

Real-life examples

The challenge

A key account manager struggled to sell extra volumes to a customer. They had been doing business for years and the volumes were the same every year. He wanted the business to grow, however he faced resistance from the buyer every time. Even price cuts didn't seem to help.

The solution

Together with him, I analysed the buyer to find out what drove this particular buyer. It turned out that it was not about price at all, but all about managing risks. This buyer wanted to spread the volume over several suppliers in order not to be too dependent on a small number of suppliers. Once that was clear, we were able to create a good pricing strategy. We may not have been able to increase volumes, but we did increase profitability.

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The challenge

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.

De oplossing

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.

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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.