Make the Deal! Negotiation training for key account managers

Strategically important negotiations often determine the success of long-term customer relationships. In this training, you’ll learn to respond flexibly even in challenging situations and to consistently pursue your negotiation goals. You’ll also explore approaches that can help you professionally navigate difficult negotiation situations while maintaining strong customer relationships. This will enable you to close important deals more successfully.

Successful negotiations begin long before the first meeting. In this training, you’ll develop a structured negotiation framework and learn how to systematically prepare your goals, the parties involved, and the entire negotiation process. This will enable you to reduce risks and approach important negotiations with a clear strategy.

In an intensive learning environment, you’ll reflect on your personal negotiation style and develop a better understanding of your strengths in negotiation situations. In addition, you’ll explore typical challenges in key account management and sharpen your awareness of different negotiation scenarios. This will help you approach negotiations more thoughtfully and assess negotiation situations with greater confidence.

When you know your options, you can negotiate with greater confidence and independence. In this training, you’ll learn how to strategically use your BATNA (Best Alternative to a Negotiated Agreement)—that is, the best alternative to a negotiated solution. This makes it easier to realistically assess your options and make well-informed decisions, even in challenging situations.

Negotiators often face the challenge of asserting their own interests while maintaining a sustainable working relationship. In this training, you’ll learn to more effectively manage conflicts between economic interests and long-term customer relationships. This will enable you to protect your margin without jeopardizing the partnership.

Negotiations do not automatically end when a contract is signed. In this training, you’ll learn what specific considerations apply to post-deal, in-deal, and extra-deal renegotiations. You’ll also learn how to build on existing agreements and systematically prepare for new negotiations.

Not every negotiating partner responds to the same approach. In this training, you’ll learn about different types of negotiators and how to adapt your strategy accordingly. This will enable you to conduct discussions in a more focused manner and respond more effectively to different behaviors.

Negotiations are influenced not only by arguments, but also by power dynamics and existing relationships. In this training, you’ll learn about the power-relationship matrix and discover how to incorporate these factors into your negotiation strategy. This will enable you to assess situations more realistically and respond more appropriately.

Compelling facts provide clarity and enhance credibility in negotiations. In this training, you’ll learn about the Factfulness approach and discover how to use standards strategically to support your arguments. You’ll also develop an instinct for critically evaluating unfounded demands.

Time pressure and high expectations can make negotiations significantly more difficult. In this training, you’ll develop strategies for professionally handling demands, deadlines, and stressful situations. We’ll show you how to remain composed even under pressure and adapt your tactics flexibly.

To help you apply what you’ve learned directly to your day-to-day work, you’ll practice typical negotiation scenarios from your own professional experience. Simulations, role-plays, and personalized feedback will help you try out different approaches and reflect on their impact. This will make it easier to apply the strategies you’ve developed in a targeted manner during future negotiations.