A company’s profits are in their sales. Purchasing, on the other hand, accounts for an average of 50% all running costs. Reducing purchasing costs not only helps to increase profitability, but also to improve the organisation’s overall competitiveness.
The objective of this seminar is to improve and strengthen your negotiation skills. Every step of the process will be closely examined. You will practice tactics in face to face and telephone simulation, and learn helpful tips and tricks for leading negotiations. You will experience how to use the strengths and weaknesses of your negotiation partners to your advantage, and we’ll even take a look at the process from the sales side, in order to create a complete  and successful argumentation strategy.

• The role of purchasing in the organisation
• The Phases of Purchasing Negotiations  – the Harvard-Concept
  • Preparation
  • Negotiation beginnings
  • Leading Negotiations
  • Closing the deal

• Win-Win option in the negotiation process
• Dealing with difficult situations– e.g. price negotiation
• Negotiation Judo

Sales people looking to improve their negotiation competence

Seminar number: E6

Price: 1.160,00 € plus VAT

Max. Participants: 10

Seminar Hours: 9 a.m. - 5 p.m.

Seminar language: German