Overview

This course offers practical tools and advanced strategies to successfully deal with business negotiations by recognizing and neutralizing tactics used by buyers. Through a mix of interactive lectures, role-plays, simulations, real-world case studies and hands-on exercises, participants will develop fundamental skills to deal with pressure, manipulative influences and dynamics, while maintaining control of the negotiation and protecting the value of deals.

The program is designed to help recognize and anticipate common negotiating tactics, develop effective counter-strategies, maintain the value of offers even in the most complex situations, and improve personal confidence in handling negotiations.

Docenti

Cristina Mariani. Adjunct professor at the first-level master’s program “Account & Sales Management” for the Catholic University of the Sacred Heart in Milan.

Consultant, lecturer, former entrepreneur, writer and freelance journalist, supports companies in business area (marketing, sales, customer experience, business writing) as well as for pricing and cash flow control.

Graduated with honors in Economics (Bocconi University of Milan) in 1987 with specialization in Administration and Control, entrepreneur for 15 years, freelancer since 2005. He has numerous publications to his credit: “Marketing SelfHelp- practical ideas and insights for small businesses and professionals” (2009), “Low cost communication – from business cards to the web” (2010), Pricing – Defining Prices” (2012), the first popular book in Italian on Pricing, “Controlling Cash Flow – How to Forecast and Manage Cash Flow for Financial Soundness of the Enterprise” (2014), “Effective Quotations – How to Turn Bids into Orders”(2015), “Pricing – How to Manage Price Increases” (with A.Silva).

Target audience

Sales and commercial managers, Sales Directors, interested in training their team to successfully deal with negotiation challenges, Entrepreneurs and SME owners who negotiate directly with suppliers and customers, Consultants and freelancers who need skills to handle negotiations on compensation, contract terms or collaborations.