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Negotiation SkillsNegotiation Skills

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In this training, the participants learn how to achieve the desired result in a negotiation, by balancing the positions and interests of the two parties and adopting the most suitable behavior depending on the given situation.
This training proposes that the participants approach every negotiation process according to its particularities (situation, persons involved, interests etc.).

Key messages

  • There is often a conflict without a conflict of interests. Understand the interests of the negotiation partner before jumping into a conflict!
  • Data collection is not sufficient in the preparation of the negotiation, use them to understand the negotiation situation;
  • Plan your negotiation: how will you achieve your goals?
  • There can be no negotiation if there is only one topic of discussion (price);
  • The success of the negotiation does not depend only on the proposals and positions of the two parties, but on their behaviors during the negotiation;
  • There are some behaviors that do more harm than good (interruptions, personal attacks, etc);
  • Other behaviors contribute to the success of the negotiation (building, summarizing, checking the understanding, etc)

Training topics

  • Planning and preparation: positions and interests;
  • Partner’s interests;
  • Behaviors during the negotiation;
  • Persuasion styles: push / pull;
  • Approach strategies; ;
  • Conflict management.

Expected results

  • Reduction of the discount granted by at least 1%;
  • Trust in the potential results;
  • Behavioral adjustment according to the situation;
  • Preparation and planning of the negotiation;
  • Efficient management of the other party’s position;
  • Use of non-aggressive communication to achieve results in a negotiation;
  • Win-Win relationships (cooperation) with the internal or external business partners.

Methods used

  • Presentation
  • Simulations, analysis and feedback
  • Working groups
  • Tests

Duration: 2 days

Number of participants: 8 -12

Fee/person: 600 EUR

Location: Bucharest

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Negotiation Skills is one of the trainings included in the Sales Professional Certificate.

This certification area refers to the main general and sales skills required for a professional salesperson, regardless of the career level. In order to obtain the certificate, one needs to go through three training programs, followed by a test and one hour of consultancy free-of-charge.

In addition to Negotiation Skills, this level also includes the following programs:

Non-Aggressive Consultative Selling
NACS develops the sellers’ skills so as to discover and understand the customer’s needs in order to build a non-aggressive sales process.

This is the training which helps the participants acquire basic knowledge required for a sales professional: the customer’s needs, the steps of a sales call, listening, questions, objectives, etc.

Personal efficiency in sales
There are skills, in addition to selling skills, which influence the success of a professional seller.
Time-management capacity, interpersonal communication skills, or how one builds his/her own image, understanding one’s own role in the organization – can all have a positive or negative influence on the seller’s short- or long-term achievements.

Starting 2009, Negotiation Skills was introduced as a premiere in open program category in the Academy’s curriculum.