You will learn to:

• recognise the type immediately
• ward off their attacks
• beat them at their own game

The trainers describe the various methods buyers using short, cogent lectures forcefully emphasised by a handout, a Corporate Training strategy with which you are already familiar, offering you pragmatic techniques free from academic and diagnostic waffle.

In this workshop you are confronted for 8 hours by a trainer acting as buyers, giving you a tough time in up to 4 bilateral negotiating situations and ensuring that you profit from and succeed in the exercises. Your experience and special requirements are incorporated into the workshop.

“You know very well that we don’t accept price increases”

“Lower your costs instead”

“We are not even going to discuss that with you”

Ever more ambitious goals mean ever increasing pressure in negotiations.

Nowadays, around 60% of all sales decisions are made by committees and in 50% of them, improving conditions is the major goal.

In answer to this, Corporate Training will introduce you to four well-known types of negotiators, the likes of which you have probably already come across in your negotiations:

• The Detective
• The Rottweiler
• The Fake Friend
• The Subverter