Purpose of the Seminars

Participants will develop through the exercises, role plays, examples “one on one” and case stadies, the necessary negotiating skills needed to manage confidently and successfully simple and complex negotiation situations that require their place as:

  • will be able to explain the important persuasion (selling) and negotiation differences
  • will have a framework to be able to analyze the negotiation and prepare an excellent negotiating position
  • can plan a variety of tactics to lead the negotiation to a desired outcome
  • will be able to describe and use productive behaviors or skill models used by skilled negotiators
  • will have strategies to maintain a positive climate, tackle dirty tricks and cope with stagnation or stalemate
  • will have the opportunity to practice the preparation, design and use of the Skill Model in various simulations
  • will have received creative and objective information about its performance compared to the “Skilled Dealer” Skill Model
  • have set up an Action Plan for the continuous development of their skillsnegotia

Course summary

  • The difference between trading and selling – when to sell and when to negotiate.
  • Potential Negotiation Results – “I Win – You Lose”, “I Lose – You Win” and a real operational definition of the situations where “I win – you win.”
  • Prepare Negotiation
  • Target location: yours and theirs.
  • Assessment of recession and consequences.
  • The hierarchy of negotiated topics and possible rewards.
  • Negotiation limits – optimal, intended and worse.
  • Calculate the cost of “hard” and “soft” concessions.
  • Anticipating the negotiating position and tactics of “others”.
  • Design of Negotiation.
  • Assessment of strong points, weak points and balance of power.
  • Creative and leveraged negotiations.
  • A “downward yield” concession strategy.
  • Common field, long-term – short-term issues.
  • Negotiation Techniques
  • The Success Model of 21 Basic Behaviors.

Target Audience

Sales, Purchasing and Purchasing Executives, Technical, Financial or Legal Advisers involved in major contract or agreement negotiations, in which the terms may vary.

Conducting the Seminar

The seminars are conducted online through the Multilingua asynchronous training platform, or at your headquarters during the hours and days that serve the operation of the client.

Customized Training Workshops are created, which concern the Diagnosis of the existing situation and the Configuration-Creation of a laboratory and educational program especially for the requirements of the individual and the company, which is achieved through Field Visits, interviews and Placement Tests.

The seminars are private/individual or group.


Certificate of seminar attendance.

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