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Huthwaite Negotiation Skills®Huthwaite Negotiation Skills®

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The training is not limited only to providing the participants with the required negotiation skills, but also supports learning transfer in real-life situations. The exercises, role-plays and tools provided during the training aim at bringing about long-lasting behavioral changes.

The participants’ behavior is measured objectively throughout the program. The assessment of the trainees’ performance is not influenced by the trainer’s subjective viewpoint. The trainees can check their progress in a succession of role-plays, benchmarking their behaviors against those of an average and of a skilful negotiator.

As they make visible progress, the trainees gain confidence in their own ability to improve their performance. Moreover, they build a common language to help them continue the skill development process, even after the completion of the training.
Expected results:

By the end of the program, the participants will learn to:

  • Make a distinction between sale and negotiation;
  • Plan the negotiation so as to obtain win-win solutions;
  • Choose the proper negotiation technique for each and every situation;
  • Use those behaviors which help them achieve their objectives;
  • Make concessions only when these have the highest impact;
  • Negotiate real interests not only positions;
  • Recognize and protect themselves against “dirty tricks”;
  • Properly manage the persons without a reaction.

Training topics:

  • Power, persuasion, negotiation;
  • Training system;
  • Negotiation planning;
  • Negotiation;
  • Interpersonal skills and persuasion;
  • Management of persons without a reaction;
  • Dirty tricks.

Methods used:

  • Role-plays, analysis and feedback;
  • Behavioral analysis;
  • Exercises.

Duration: 3 days

Number of participants: 6-8

Fee/person: 1,750 EUR

Location: Bucharest

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Huthwaite Negotiation Skills® is one of the trainings included in the Huthwaite International Certificate.

The level covers the strategic sales skills required by high-value sales professionals or by key account management. In order to obtain the certificate, one needs to go through four training programs, followed by a test and one hour of consultancy free-of-charge.

In addition to Huthwaite Negotiation Skills®, this level also includes the following trainings:

SPIN® Selling Skills
Built upon a research of 35,000 sales calls, the SPIN® method is the most direct answer to two questions: “What does a successful salesperson do?” and “How is he doing it?”. This is one of the few trainings which are not limited only to discovering necessary sales behaviors, but also changes the participants’ basic habits, replacing them with a successful model.

Account Strategy for Major Sales
Account Strategy for Major Sales is recommended to sellers engaged in complex sales processes, with a long sales cycle, which involve several persons in decision-making, intense competition activities and higher risks, perceived as being associated with the purchasing decision.

Those programs are exclusively delivered in Romania by the Sales Academy and is certified by Huthwaite International.