ENG Polska Akademia Negocjacji i Komunikacji Biznesowej

Price of the product is the last thing that attracts the client.

The first thing is how this product is going to fulfil his need.

Every NO is YES for the another need.

Jaasper Juul

Negotiation start with the first NO.

Some people call this moment an impasse. Some – objections.

If you perfectly know what do you want to achieve, it doesn’t matter what negotiation techniques you use, or if you use any.

Kamila Jakubowska

Good negotiation is the one, where you know, what needs you want to fulfil.

If you understand the goal and prepare a good analysis, negotiation is the pleasure for closure.

The clients know, what they want.

They only sometimes do not know, what do they need.

Your product fulifils someone’s need.

But do you know who is this one?

The client wants to invest money into your product.

But you have no idea how many things he has to manage to complete the purchase.

From among many similar goods that cost the same, the customer will choose the one that he deems best for himself.

If you don't ask, you certainly won't get the answer.

Pleasant emotions inform about satisfied need.

Unpleasant – about unsatisfied.

Buyer negotiator wants to save.

The money. The time. The workload. Energy. The effort. The nerves while stoppage.

Customer wants to make sure that the spend he plans is going to push
the business ahead.

Listening to the seller, the client wants to find
a partner who will support fulfillment his need.

A good relationship is the one, where sides see the needs of each other and do their best to fulfil them.

Emotions in negotiation are not the obstacle, but
a signpost. If something bothers the negotiation, is ego.

Kamila Jakubowska

If you don’t ask, you won’t get the answer.

If you don’t keep silent, you won’t hear the answer.

There is no such thing that cannot be negotiated.

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PROCUREMENT

WOMAN ENTREPRENEUR
AND PROFESSIONAL

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SALESMAN AND
ENTREPRENEUR

Non-violent negotiations

Training offer for sales and customer service professionals

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

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

Objective

To prepare participants to independently run processes, achieve targets and KPIs set for the purchasing department.

Expected results

Employees carry out procurement analyses on their own, prepare negotiation strategies and conduct highly effective negotiations while building good relations with suppliers.
Team members level up to the best. The purchasing team shares best practices and develops ways of working that save time and effort for all team members.
The team easily meets KPIs and negotiation targets, delivers the organisation’s expected good quality solutions and thrives on monopoly type challenges.
The purchasing procedure takes a predictable amount of time.

Additional values

The organisation has a reputation as a demanding buyer, but one that you want to work with. The company’s buyers become authorities in their industry.
Participants know how to use their natural talents to work as a buyer, which supports intrinsic motivation and prevents burnout.
Trust within the purchasing team is increased.
Employee retention in the purchasing team is increasing.

About Us

In Academy, we assume that everything starts with the needs.

Marshall Rosenberg was teaching about it in his non-violent communication.
Frederic Laloux writes about it in “Reinventing organizations”.

Business comes from needs and exists to fulfil the needs. Sales and marketing need to use the language of needs and the language of values to be efficient.

But the human being often forgets that and, following his need of ease, selects the easiest ways to impact others fastly in the name of a business.

The impact, the influence from all around causes that needs disappear from the sight. They disappear in the order described by Maslow.

We need awareness in order not to be influenced and to remain loyal to the real needs. Our own and those for whom we run our business.

We in The Academy of Negotiation and Communication, we develop this consciousness. For people of business.