Two day interactive workshop When you have done a good job in selling the value of your offer, you can start negotiating the price. Today’s purchasers are not only looking for price cuts and savings, but also process improvements and cost control in their value chain. In this program you will learn about the various tradeables that will lead to good negotiated outcome. Module 1: Sell first negotiate later What is the value of our offer? Quantify the value in financial terms ROI calculations MyCo Case Real live Exercise Module 2: Prepare for the negotiation What is the procurement process What are the business drivers What are the tradeables? What is the common ground? MyCo Case Real live Exercises Module 3: Setting objectifs and limits Defining BATNA and ZOPA Planning the strategy and script several outcomes MyCo Case Real live cases Module 4: Tips and tricks Opening Questioning Destabilizing tricks Trading concessions Real live cases Module 5: Face to face negotiation Building trust Exchange views and positions - ZOPA - Working toward an agreement - Real live exercises with video capture and feedback on strategy, tactics and execution - Debriefing and learnings Module 6: Action plan This program is offered on an in-company basis only and will be adapted to the specific business situation by means of customized business cases and exercises. For more information, send a mail to sales@valueselling.be
		Jan Flamend  mobile: +32 496 57 40 25  -  fax: +32 16 73 49 05             |             Geert Ramaut   mobile: +32 484 292 100