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| Workshop |
| "Succeed at the Top" |
| You are : |
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a business executive or a senior consultant / partner |
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an experienced Sales manager |
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a Division, BU or Country manager |
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a Global / Key Account manager |
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| or in any way getting involved in important negotiations with top managers. They can work for your customers,
your suppliers or ... within your own organization! |
| Challenges you are facing : |
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Price competition, e-commerce and restructuring of client organization means you have to negotiate more skilfully
in more difficult conditions. Instead of deal-by-deal selling, you have to focus on the creation of
customer value and the building of lasting relationships. These must include
the higher levels, where strategic issues are decided.
The growing pace of globalisation means you have to master increasingly the art of
cross-cultural negotiation, with your clients but also often within your own organization.
Last but not least, time pressure forces you to be more efficient, so what you used to successfully
improvise now requires good planning and structure. |
| What can you expect ?? |
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The focus of this workshop is on how you prepare for and run negotiation meetings.
You will get the Methodology, Structure, Skills, Tools & Techniques to do this in a successful way.
Your participation will help you develop pragmatic win-win approaches to build long-term partnerships with your
key contacts. You will recognize and react correctly to different senior manager types. You will have methods and
tools to deal with difficult negotiation situations, delaying tactics or internal politics. You will understand how
your own culture and style influence negotiations. You will know how to overcome cross-cultural barriers and how to
skilfully handle any concessions. You will fine-tune your top level communications, e.g. presenting your company or
your proposal to boards and executive committees.
We will also challenge you to "think out of the box" and find innovative ways of developing your client
relations. We know from experience that this workshop will inspire you to see your job in a different way. |
| How does it work ? |
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You will be part of a group of no more than twelve participants, from various back
grounds and nationalities - a mix that in itself makes this a unique experience. You will be coached by a team of
highly qualified trainers, themselves experienced in negotiations. In 4,5 days you will get a lot
of practice, using cases and role-plays. You will see yourself on video and get personal feedback / advice from the
trainers and the group. And during the workshop, you will be able to re-think, prepare and fine tune - with our
one-on-one help - your next moves for some of the negotiating situations you have to face soon. |
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