How to structure and prepare your negotiations with tough buyers

June 20, 2017

Shanghai

Tuesday, 20th & 21st, June, 2017

 

WORKSHOP OBJECTIVES


In seminars like this, concerning the defense of price and the negotiation of conditions in front of buyers, attendees’ expectations remain high. This is often resulted from a difficult real life experience : increasing pressure on the conditions with professional buying organizations, interlocutors always more demanding  and even destabilizing.


Our specific DEAL® negotiation blended learning program is a best seller among international sales teams and key account management populations.

In this seminar, you will learn how to:

 

Not only defend your conditions but also be more assertive to create value with the customer

  • Destroy the sacred aura of the customer’s power.
  • Remind the power of “ No” to accelerate the conclusion.

 

Put oneself at the buyers’ level

  • Analysis methods: how to analyze with lucidity the playground of the upcoming negotiation.
  • Preparation methods : how to prepare a negotiation the same way the buyers do in a realistic timeframe.
  • How to increase one’s leadership during a negotiation meeting.

 

Become a negotiator at every step of the selling process

  •  Stop considering the negotiation as a consecutive process of the sale (which helps buyers) but integrate it from the very beginning of the sales process.
  • Neutralize the buyers tactics of «commoditization» which often lead to the expression of a certain fatalism. 

 

TESTIMONIAL


Julien HUEBER, Country Manager at Nexans Korea

 « I have highly appreciated the great reactivity of Halifax for organizing a customized blended learning Negotiation Training with our sales teams and Operational Coaching with KAM and for adapting quickly to the specific context of Korean culture. The consultants have inspired our sales reps through key-words like Winning Mindset and changed their vision of everyday business. The positive energy instilled during the operational training sessions have been a key factor for achieving our sales targets. »


Felipe DEL ROSARIO, Regional Commercial Training Manager at TOTAL Oil Asia Pacific-Middle East

 « I had the opportunity of witnessing the first session of the Strategic Negotiation course implemented in the Asia Pacific-Middle East zone of our group with Halifax Consulting and I only have positive reception of this course which is a globally accredited module for our sales teams.  What I particularly like, without divulging much details, is the need to establish the power balance in negotiations and also the DEAL method.  More importantly is Antoni’s “winning mindset” inspired style which is, to my mind, at least as vital as the technical skills. To this, not only will I be able to arrange for more sessions with ease as this is what we need in the light of a highly competitive environment, but will be receiving more requests for training of this kind. »


TRAINING PATH

FACE-TO-FACE TRAINING

 

2-day Classroom Face-to-Face Training
Prepare the negotiation

  • Evaluate the balance of power
  • Build your negotiating check-point
  • Prepare the strategic concessions map

Apply the DEAL® method during a negotiation

  • How to defend the initial offer
  • Assess the client’s commitment in 2 steps
  • How to ask for and obtain a counterpart
  • Neutralize buyers traps and conclude

 

DIGITAL LEARNING

 

DEAL® Negotiation Digital Learning
Before the seminar, gain access to our 6 DEAL® modules of 15 mins each dedicated to negotiation skills

The concept of flipped learning has proven its value. We therefore propose a 2-month access to the DEAL ® Negotiation digital learning program open before the classroom training.  This enables attendees to enrich their learning experience and to get prepared to the classroom training at their own pace.

Post Training Mobile Online Reinforcement Application

A lot of studies show that we forget very quickly what we learn unless we transfer fresh knowledge from our “short-term” memory to our “long-term” memory. Right after the training, we will organize a challenge to reinforce the memorization of the key points from both the online training and the face-to-face seminar.

How does it work? You receive on your smartphone, tablet or PC questions specific to the information imparted during the training. You score points depending on your answers and a ranking is immediately displayed.

 

WHO SHOULD ATTEND?

 

Any Sales Director, Key Account Manager or Sales Executive who wants to improve their negotiation skills


Innovative Teaching Approach

This blended learning program including e-learning, classroom training and post training reinforcement maximizes the teaching impact and ensures you to get the most out of the program


Active approach through practical exercises

Learning by doing approach, self and subgroup exercises. We will use generic business cases on day one and your real life ongoing  business cases on day two. 

 

AGENDA

Date: Tuesday, 20th & Wednesday, 21st, June

Time: From 9 AM to 5 PM

 

FEES 

CCI France Chine's Member:

Option 1 :
RMB 5 870*

Face-to-face Training only


Option 2
 :
RMB 8 070*

Blended Learning including Face-to-face Training and Digital Learning Solutions

(DEAL® e-learning and Qstream Challenge)

*(All tax inculded) 


Non-Member:


Option 1
 :
RMB 7 044*

Face-to-face Training only

Option 2 :
RMB 9 684*

Blended Learning including Face-to-face Training and Digital Learning Solutions

(DEAL® e-learning and Qstream Challenge)

*(All tax inculded)


*including lectures, courses materials, coffee breaks, breakfasts & lunches

 

TRAINER

Mr. Antoni GIROD
Director
Halifax Consulting Asia 

Applied psychology and communication teacher for the Sports Science Department at French Universities.

Mental training expert for the ITF ( International Tennis Federation ), in charge of coaches education programs for National Tennis Federations all over the world and keynote speaker at ITF Worldwide and Regional Coaches Conferences since 2001. Mental coach for professional athletes.

Certified NLP Master Teacher, in charge of Trainer’s Training and Coach’s Training Programs at the French Institute of NLP in Paris ( IFPNL )

Well-known trainer in the business world and author of 12 books on mental training, communication, coaching, sales and management published in French, Spanish and English

Successful international senior consultant for salespeople with Halifax since 2004 for clients like Total, Safran, Saint Gobain, Nexans, Pfizer, Merck, Axa, Carmignac, Royal Bank of Scotland, Hermès, Cartier,…

His specialities : strategic negotiation training, sales management, commercial leadership, winning mindset: from sport to business

 

To attend this Training, please complete the following registration form. A confirmation email will be sent to you in the upcoming days.

Registration form

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