Successful purchase negotiations

The participants will recognize different techniques of negotiation and communication. They will be able to formulate corresponding counter-arguments. They will analyse current techniques of dialogue upon aim and intention. They will train techniques of communication which influence and control the process of negotiation. They will know the effect of these techniques for the process of the dialogue. They will be able to conclude purchase negotiations in a way that the result is close to the previously formulated aim.


 

Techniques of communication on behalf of sellers

Analysis of the sellers' communication style

Interpreting behavioural manners and body language

Structure of a target-orientated dialogue

Definition of a target as a first step into negotiations

Development of appropriate strategies of negotiation

Beginning a negotiation (opening techniques)

Psychologic components of negotiating

Strategic attempts for dialogues

Controlling the dialogue by question techniques

Recognizing and replying to conclusion techniques of the seller

Transfer considerations: continuous improvement of one's own negotiation "skills" for the daily work