Interview and Commercial Negotiation

The success of an interview or of a negotiation depends to a large extent to achieve a good communication between the parts. Each one of them has to be able to communicate of clear form which are his approaches and which are his aims. Besides they have to cerciorarse that the another part has captado with accuracy the message that the another has transmitted.

Once that you know with precision the position of the speaker results easier to look for points of meeting that satisfy the mutual interests.

Will be able to adapt our offer so that it adjust better to his needs. Besides, we will be able to select those arguments that answer better to his interests.

This that seems obvious fails in numerous negotiations, being the main cause that these do not arrive to good term. Is not infrequent that the parts enzarcen in a sour dispute without that any of them know really which is the position of the another.

The main cause of the failures of communication reside generally in that we do not know to listen. Are more concerned in what want to say that in hearing what say us.

Besides, the tension that generates the negotiation, the fear to lose positions, carries us to adopt a defensive attitude that does us jump in front of the first comment with which do not coincide.

A good negociador distinguish because it knows to ask, does not have fear to insist if the contestación has not convinced it, gives time to the speaker so that it answer oportunamente, does not treat to fill the silence that can produce autorrespondiéndose.

With this course the student will learn to:

• Prepare, gestionar and face an interview of sale




• Apply the different technicians of existent commercial interview segén the case




• Treat the objections of the clients and carry all the process of negotiation conduciendola hacie the closing successfully of the sale




• Face the reflation of a negotiation stagnated and avoid the errors of communication that can frustar the sale

There are not requirements for this course.

SUBJECT 1. THE INTERVIEW
1. THE INTERVIEW.
1.1 Types of interview.
1.2 Development of the interview.

SUBJECT 2. TÉCNICAS OF INTERVIEW
1. ANÁLISIS OF THE IN FORMACIÓN AVAILABLE.
2. FIJACIÓN OF THE AIMS.
3. DEVELOPMENT OF THE STRATEGY OF ACTUACIÓN.
3.1 Preparación of the visit.
3.2 The contact with the speaker.
3.3 Averiguación of the needs of the speaker.
3.4 The argumentación.

SUBJECT 3. TREATMENT OF THE OBJECTIONS
1. THE RESOLUCIÓN OF OBJECTIONS.
1.1 The types of objections
1.2 The técnicas to resolve objections

SUBJECT 4. THE CLOSING
1. THE CLOSING OF THE INTERVIEW.
2. THE POSVISITA.

SUBJECT 5. TÉCNICAS OF NEGOCIACIÓN
1. ¿WITH QUIÉN NEGOTIATED?
1.1 Identify interests.
2. QUALITIES TO BE A BU IN NEGOCIADOR.
3. POSICIÓN IN FRONT OF THE NEGOCIACIÓN.
3.1 initial Positions.
3.2 Confrontación and colaboración.
3.3 Councils.
4. STAGES OF THE NEGOCIACIÓN.
4.1 Planificación of the place and time.
4.2 Determinación of the type of negociación (confrontación or colaboración).
4.3 Determinación of the aims.
4.4 Captación of the contrary aims.
4.5 Captación of the contrary strategy.
4.6 Exposición of the own arguments.
4.7 Proposals.
4.8 Gestión of the concesiones.
4.9 Closing of the negociación.
5. THE QUESTIONS LIKE TOOL OF NEGOCIACIÓN.
5.1 Función of the questions.
5.2 Contents of the questions.
6. THE IMPORTANCE OF THE FACTOR TIME.
6.1 S obre the gestión of the time: warnings and councils.
7. GESTIÓN OF COMMITTED SITUATIONS.
7.1 Cara and cross of the intuición.
7.2 Muestrario of committed situations.
8. CÓMO NEGOTIATE IN TEAM.
8.1 Advantages and disadvantages of the negociación in group.
8.2 Características of the teams negociadores.
9. COUNCILS.
9.1 States of ánimo.
9.2 Resources.

SUBJECT 6. REACTIVATE A NEGOCIACIÓN BLOCKED
1. NOTHING OF WAILS.
1.1 Dónde están exactly the escollos.
1.2 ¿we Have offered información clear on what wished?
1.3 ¿we Have clear qué it is what wants the another splits?
2. DETÉNGASE To RECAPACITAR.
2.1 Generosity and autocrítica.
2.2 Gestión of questions.
2.3 Gestión of changes.

SUBJECT 7. ERRORS OF COMUNICACIÓN, BEHAVIOUR And MOVEMENT
1. HÁBITOS OF COMUNICACIÓN And BEHAVIOUR THAT HAVE TO AVOID.
2. THE CARE OF THE NO VERBAL LANGUAGE IN THE PROFESSIONAL SURROUNDINGS.

SUBJECT 8. THE IMPORTANCE TO KNOW US To US SAME
1. DETÉNGASE To RECAPACITAR.
1.1 ¿Cómo are?
1.2 If we are tímidos or fearful.
1.3 If it is the first time.
1.4 If we feel us unsure.
1.5 If we feel us safe.
1.6 Tricks to surpass our limitations.
1.8 Cómo win the síntomas negative: nerviosismo, tensión, fear and anxiety
2. RULES OF NEGOCIACIÓN.
2.1 The use of the regateo.
2.2 The use of the pauses.
2.3 The power of the silence.
3. FINAL REMINDER FOR A NEGOCIACIÓN SUCCESSFUL.

ANNEXES - DOCUMENTACIÓN PRÁCTICA.
¿CUÁL IS HIS POTENTIAL LIKE NEGOCIADOR?
¿It LIKES HIM NEGOTIATE?
¿CUÁIt THINKS THAT THEM ARE THE CARACTERÍSTICAS OF A GOOD NEGOCIADOR?
¿QUIÉN CARRY THE VOICE SINGER?
SMART OF PREPARATIVOS.
¿CÓMO NEGOTIATES YOU?