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Negotiate Success

Negotiate Success

Negotiate SuccessSM is a customer-focused process that improves a sales force’s ability to reach a win-win outcome with customers. This programme considers negotiations an essential part of every stage of the selling process from beginning to end.

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ContentNegotiate Success

The joint-venture approach builds trusting relationships with customers and strengthens the company’s position for future opportunities. Negotiate SuccessSM provides a process to recognize and acknowledge both parties’ perspectives to jointly create agreements that satisfy all critical interests.

Negotiate SuccessSM may be the right solution if your company is trying to:

  • Avoid difficult negotiations that damage client relationships.
  • Identify additional sales opportunities within client organizations by gaining more knowledge of the customer’s goals.
  • Offer valued solutions without succumbing to discount pressures.
  • Determine acceptable prices with customers before the final stages of a sale.

Objectives and Benefits

Enable field sales to:

  • Better identify options and alternatives to satisfy interests of the customer and the selling organization.
  • Counter manipulative tactics which may be used in complex negotiations and return to a win-win customer interaction.
  • Increase preparation and planning of meetings where items will be negotiated.

    Enable sales management and senior leadership to:

      • Ensure salespeople are practicing a win-win negotiation approach.
      • Effectively collaborate with selling teams to ensure the best possible outcome is achieved.

        Target group

        Who Should Attend?

        Any member of the organization responsible for ensuring the adoption and utilization of the Strategic Selling® process or who acts as a mentor to other salespeople.


        Day 1
        09:30 - 09:50 Introduction
        09:50 - 11:00 Khelli Essence case study
        11:00 - 11:15 Break
        11:15 - 11:45 Components of a negotiation: Sale vs. negotiate, Why the process is important, red flags & strengths, purchase influencers & degree of influence in the negotiation environment
        11:45 - 12:00 Focus on the target of negotiations
        12:00 - 13:00 ICON negotiating framework: interest, criteria
        13:00 - 14:00 Lunch
        14:00 - 14:30 Continued: ICON negotiating framework, options, no-agreement alternatives (alternatives in disagreement)
        14:30 - 15:45 ICON call
        15:45 - 16:00 Break
        16:00 - 16:30 Negotiation Strategy in Action
        16:30 - 17:00 Negotiate with yourself
        17:00 - 17:15 Summary of day 1
        17:15 - 17:30 Tasks for the evening
        Day 2
        09:30 - 10:00 Summary of day 1 and day 2 overview
        10:00 - 11:00 Continued: Negotiation strategy in action (Dig & Develop, Decide)
        11:00 - 11:15 Break
        11:15 - 13:00 Show Me the Truth case study
        13:00 - 14:00 Lunch
        14:00 - 14:30 ICON Scorecard
        14:30 - 16:00 Respond / responses to tactics and challenging situationsBreak
        16:00 - 16:15 Break
        16:15 - 17:00 Program Summary, consultation and consideration

        Participants' Comments

        “The example I used in the workshop was a real world example and I was able to reach an agreement with the other party in part due to what I learned in the session.”



        The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

        You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

        Certification tracks have been specifically designed for individual sales roles.

        Dates and feesNegotiate Success






        PRICE (+VAT)


        13.11.17 - 14.11.17




         Christian Behn

        1.495,- EUR

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        Christian Behn

        Industriekaufmann, Studium der Wirtschafts- und Rechtswissenschaften, MBA, zertifizierter Business Coach, über 20 Jahre Erfahrung im internationalen Vertrieb (14 Jahre in Frankreich und England gelebt).

        Herr Behn war als Sales Manager, Export Manager und Key Account Manager bei AlliedSignal und...

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