Argumentation and negotiation techniques (TRAINPLAN Book 1)

The “Two-winners strategy”; Argumentation and negotiation techniques
Basics of successful negotiation; Conclusion phase

Table of contents

Introduction
The “Two-winners strategy”
A conflict of interest between two parties
Basics of communication
Basics of successful communication
Maslow’s Hierarchy of Needs
Targeted communication
Ten commandments for successful communication in purchasing
1. Prepare thoroughly!
2. Create a positive atmosphere for the conversation!
3. Address your interlocutor on an emotional level!
Body language, appearance, and personal conduct
Checklist: Body language
4. Who asks, leads!
Open questions
Closed questions
Either-or questions
Tactical questions
5. Present more!
6. Present your main argument at the end!
7. Record results
8. Avoid suicide words and emotive phrasings!
9. Avoid emotive phrasings!
10. Try to break out of the defensive position!
Argumentation and negotiation techniques
Exercise sheet: Needs argumentation in two steps
Exercise sheet: Needs argumentation in three steps
The process of feature-advantage-benefit transformation
Exercise sheet: Needs argumentation in four steps
Exercise (3 examples / 10 minutes)
Collecting material by completing statements
Reducing inhibitions and obstacles
How to deal with dissent
10 tips for dealing with objections
10 dialectic possibilities for dealing with dissent
Phrases for dealing with dissent
Exercise sheet 1: Dealing with objections
Exercise sheet 2: Dealing with objections
Basics of successful negotiation in the field of Buyers
Negotiating, or: How to communicate successfully in purchasing
Checklist for preparing purchasing negotiations
Practical tips
Procurement marketing
Rules for negotiations
Courtesy and voice
Conclusion phase
The done deal
Buying signals
Price negotiations
Psychologically minimizing the price
Discussing prices successfully
Appropriately dealing with rebate negotiations
Effective answers for rebate hunters
Concluding the deal
Conclusion techniques and reaction triggers
Mock conclusion
Summarizing arguments
“Yes“ questions and summary
Reaction triggers
Either-or technique
Conclusion of minor aspects
Reaction triggers – extra or additional benefits
Additional conclusion techniques and reaction triggers
Conclusion techniques – direct confirmation
Reaction triggers – references
Reaction triggers – reserve arguments
Reaction triggers – conclusion
Day clearing