Non-violent negotiations

Training offer for sales and customer service professionals

The offer is addressed to

  • Traders, farmers and hunters, KAMs, representatives and canvassers,

  • Customer service people, including difficult customer service,

  • Business owners, entrepreneurs and freelancers involved in sales,

  • All people on the proposing side during negotiations.

Objective

To develop in participants such communication skills that clients:

  • Trust the offers made by participants

  • Trust the trainees presenting their offers

  • Want this particular cooperation

  • Want to have a long-term business relationship

Additional objectives

Each participant of the Non-violent Negotiations training will be able to

  • Present his/her offer in a way that is attractive to his/her interlocutors

  • Motivate and arouse positive emotions of the decisive party

  • Present arguments that leave no room for polemic

  • Create and use freely the language of values, the language of gain and the language of loss

Do you need your team to achieve similar results? Make an appointment for a free consultation and I can help you.

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Expected results

  • Participants are able to diagnose and respond to customer needs

  • Participants are able to manage the conversation

  • Participants are able to control the atmosphere of the conversation and influence the
    emotions of the interlocutors

  • Faster achievement of desired business results and lasting customer relationships

Additional benefits

  • Personal development of participants in the following areas: assertiveness, empathy, emotional intelligence, psychology of selling, communication

  • Reduce the stress level of having to „sell” and be able to consciously build relationships

  • Improved team spirit and staff retention

Do you need your team to achieve similar results? Make an appointment for a free consultation and I can help you.

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The training is conducted in Polish and/or English.

Programme

The programme of the Non-violent Negotiations training is arranged with the client.
The training includes a minimum of 2 cycles diagnosis – training – evaluation.
Meetings are conducted remotely and on-site, in Polish and English.

Do you need your team to achieve similar results? Make an appointment for a free consultation and I can help you.

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The following activities are part of the Non-violent Negotiations training:

  • analysis of the leader’s needs in terms of competence development of the team.

  • analysis of competency levels and mapping of competency objectives of team members

  • training

  • group and individual coaching

Topics of training meetings*

* selected issues have been presented.

Sales negotiations

  • Confidence building – negotiation strategy

  • Business relationship and negotiation strategy

  • The roles of ZOPA and BATNA in the negotiator’s workshop

  • Negotiation is the beginning of a relationship

  • A transaction is an exchange of goods or services and money. Negotiation is an exchange of energy and decisions.

  • Can we sell to anyone?

  • Cost of new customer and cost of old customer

  • Proposing and deciding party in a negotiation

  • Work with stress

  • Negotiation awareness – emotions, ego, techniques, goals, dark side of power

  • Negotiation techniques of the buying and the selling side

  • Emotions and ego in negotiations; controlling emotions on both sides of the table

  • Time pressure and quality of results

  • The role of needs in negotiation, their communication and enforcement

  • Reaching out to what is not said

  • Feedback

  • Real negotiation starts with first NO

  • Attitude, position, conditions, context and outcome of negotiations

  • Who makes the decisions in negotiations: emotions, beliefs, values or the negotiator?

  • Reaction versus response

  • Quality of proposals leading to positive decisions

  • Refusing without frustration of any of the parties

  • Refusal – the beginning or the end?

Sales psychology

  • The mechanics of exerting influence – the mechanism of action

  • Language of values, language of benefits, scarcity

  • Emotions in negotiations – where they come from and how to control them

  • Psychology of decision-making

  • Assertiveness and empathy

  • Sales is love

Analysis of customer needs

  • Buyer perception

  • Analysis of the suitability of the offer

  • Financial tools at the buyer’s disposal: XaaS, leasing, renting, outsourcing

  • Total cost of ownership

  • Needs of client-side entities

  • Needs analysis by Marshall Rosenberg

My assumptions for the training process

First of all, practice. Negotiation is about action, not theoretical knowledge; without confronting the emotions that accompany a negotiation conversation, negotiation training is ineffective. Therefore, the main training tool are scenes, scenes and one more scenes. The best scenes are those built on the client’s reality – examples from everyday practice. However, I also recommend at least one abstract training game to trigger creative thinking. Not all situations are the same and in some you have to creatively find solutions.

Secondly, the intention of the training is to bring out the participants’ natural potential. Every negotiation has some fixed elements, but it is the character of the negotiators that determines its quality. The idea is that participants firstly learn not to invest energy and concentration in role-playing, but in achieving a goal. Secondly, that they employ the resources they already have – knowledge, qualities and talents – to achieve the goal.

Thirdly, my school of negotiation anchors in non-violent communication. It is based on needs and objectives, differentiates between the needs of all entities involved in the negotiation, works a lot with emotions and the issue of responsibility for accurate communication. Being attentive to emotions makes the workshops self-therapy/self-reflection.

Kamila Jakubowska
Polish Academy of Negotiation
and Business Communication
+48 691 483 118
kamila.jakubowska@panikb.eu

Non-violent Negotiations are conducted by
Kamila Jakubowska

Negotiation and procurement expert. B2B sales strategy consultant. Negotiation trainer, buying strategist, business mentor.

Since 2017, she has taught sales and purchasing teams to analyse the needs and objectives of the organisation, communicate accurately and achieve the best achievable business goals. She supports entrepreneurial women in developing their business
competences. Her negotiation tools and analytical methods are anchored in NVC – non-violent communication. She supports the Less and Zero waste trend in business.

Leader of the Polish Academy of Negotiation and Business Communication. She has been working in international companies from the manufacturing and retail sectors: Cemex, Metro, Saint-Gobain, where she worked as a buyer for 16 years.

I invite you to find out what the participants of my training courses think at
https://www.linkedin.com/in/kamila-radwanska/

Polish Academy of Negotiation
and Business Communication

ul. Puławska 12 lok. 3
02-566 Warszawa
NIP: 5251973056

kontakt@panikb.eu

+48 691 483 118

„As human beings, we are not problems waiting to be solved, but potential waiting to unfold.”

Frederic Laloux , REINVENTING ORGANIZATIONS