Negotiating situations are an integral part of a B2B sales process. It is, therefore, necessary that each salesperson is equipped with the most effective negotiation skills in order to obtain the best possible win-win agreement in the negotiations with the clieint  that often acts with the win-lose negotiating position - that presents the biggest challenge in b2B negotiations.

The content of the workshop:

1. Win-win and win-lose in B2B negotiations - b2b sales is specific when it comes to the difference in strength of negotiating positions between clients and salespeople who often do not have the same power. Therefore, the participants will raise awareness on this crucial issue.

2. Analysis of the current level of negotiation skills - a practical case study will be carried out  in order to analyze the current level of negotiation skills of participants and to determine the possibilities for improvement.

3. Fundamental negotiating principles in B2B sales - participants will more about fundamental negotiating principles in B2B sales.

4. Preparation as a key prerequisite for success in the negotiations - through this topic specific tools will be made available for participants that will enable them to reach a high level of preparation for entry into the negotiating process.

5. Managing variables and concessions in the negotiating process - this part of the training deals with managing variables and concessions. Participants will develop their skills in terms of setting priorities, the importance of individual concession and variables which will prevent giving unnecessary and excessive concessions that are key failures in the negotiations.

6. Setting the minimum, maximum and reference point - very often participants in the negotiations are thinking (and thus limiting themselves) only about reaching the one value that carries a key benefit for them. In this part of the training, participants will expand that way of thinking by including the following terms in their negotiating dictionary: minimum, maximum and the reference point in the negotiations.

7. Management of emotions in negotiations - emotions can have a positive or negative effect in the negotiation process. Participants will learn to manage their emotions and recognize and adopt ways to influence the emotions of other negotiating parties.

8. Effective communication in the negotiations - a clear and high-quality expression in the negotiations can determine the success or failure of negotiations. Attendees will learn how to effectively state their own views and to induce the other negotiating side to clearly express their views.

9. Case Studies - during training will several case studies will be used that relate to typical negotiation situations in the B2B segment. They will serve as the basis for the simulation of negotiations during which participants will be able to practice all the techniques adopted through education.

Training tools: group exercises, practice negotiation techniques and situations, discussion, feedback