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KAM 2: Intense Negotiation Technics *** COMPLETE ***
To learn how to take control over the negotiation interviews, gaining knowledge of the buyer’s traps, and applying an effective method to achieve one’s objectives.
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OBJETIVES
The objective of this course, which is extremely useful, is to prepare those executives who negotiate with international, national or regional distribution chains to succeed at those negotiations. It is based on an objective definition of each negotiation’s environment, contributing methods and techniques that help reach the objectives. It also gives its participants the tools to resist the pressure that can be caused by negotiating with distribution chains, and to manage the objective’s achievements.
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Date: 15 - 16 October 2012
Place: San José - Costa Rica
Destinataries:
National Accounts Managers,
Key Account Managers,
Responsables de Cuentas Mayor.,
Cuentas Especiales,
Vendedores.
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CONTENT
I. Preparing the Negotiation Interview.
- Understand the difference between Sell and Negotiate.
- Client’s organigram and analyze its decision’s processes.
- Design the ICDRG: Influence and Client’s Decision Real.
- Prepare the Lobbying plan base don the ICDRG
II. Negotiation context for a buyer.
- To understand the buyer´s objetives and motivations: How does a buyer make a choice?
- Discover and detect the buyer’s negotiation figures, and train to be able to avoid them.
- The 6 Power or psychological equilibrium cursors.
III. Practice of the 5 Negotiation Golden Rules during an interview with a client.
- To open up a negotiation with a high level of demand.
- How to obtain compensations.
- How to make a win-win agreement.
- How to conclude an interview with the client.
IV. Practical Application: Negotiation Coaching.
Group-made definition of situations that may be encountered during negotiations; solution-searching to solve the problems that may appear.
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TRAINING METHODOLOGY
Dynamic: This course will be based on theoretical materials, real examples of company balances and the Roll Playing application. The materials needed for this course will be provided.
Trainer: This course will be given in Spanish by Lic. Benoît Ripoll, an International Senior Consultant who has a wide experience in the industry and supermarket fields.
Sessions: From 8:00 AM to 5:00 PM
Includes: Beverages, lunch and program materials
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