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First what I do in the training is to ask the participant’s expectations, and most of them are focus on improvement the negotiation skills.

So I ask next, what does it mean negotiation skills? or even more, what does it mean negotiation?

And I realized that most people still believe that excellent negotiation skills mean to be a negotiator “Hollywood style”: to be extremely hard, or to look others to the eyes to know exactly how much the prices can be reduced, or to get everything what you want from anybody learning how to cheat in a smart way.

I am very glad (and proud) when, once we finalize the program and I ask if expectation is fulfilled, feedback is always a big «YES» but understanding that preparation is the key for success on negotiation: target calculation, market and supplier analyses, definition of strategy and creation of competition.

And for sure they learn during the training how to behave during the negotiation, but good results will come just if they are well prepared in advance

If you are interested in investing in an exceptional team and increasing your company’s profitability, we encourage you to consider our next training focused on improving strategic purchasing skills. Additionally, please feel free to contact us for more information.

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