Make the Deal! Negotiation training for key account managers

Strategic preparation: negotiation objectives and negotiation framework

• Preparation for negotiating partners and the process.
• Involve the right people.
• Strategically deploy the search for the "Best Alternative" (BATNA).
• Course adjustment: the way to evaluate.
• Risk-minimizing documentation.

Negotiation playbook and typology of negotiators

• What types of negotiation are there and how do you deal with them?
• The power-relationship matrix.
• Sales phase vs. negotiation phase.

Factfulness: The use of standards

• Support the argumentation.
• Questioning the abstruse.

Relationship or real negotiation?

• Anchoring and first offers.
• Demands and deadlines.
• Stress phases and the right way to deal with them.
• Exit: leaving the negotiating table properly.

Negotiating without a direct negotiating mandate

• Reciprocity - give and take.
• Commitment and consistency - taking a stand and holding on to it.
• Social proof - the actions of others are more convincing than arguments.
• Authority - the more credible it is, the more convincing it is.
• Scarcity - opportunities seem all the more valuable to us the less accessible they are.

The negotiator's dilemma
After the deal is done

• Postdeal, intradeal and extradeal renegotiation - what you need to consider when renegotiating and renegotiating.