American Negotiation Techniques: International Negotiating

Milemark Communication
In Nürnberg

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Wichtige informationen

  • Seminar
  • Anfänger
  • Nürnberg
  • Dauer:
    2 Tage
Beschreibung

Doing better business with Americans: In this seminar participants will learn how to be successful in German-American negotiations or negotiations with American counterparts, how to effectively use fair American tactics and techniques (salami, reversal, diffusion, diversion, etc.), and how to recognize and defend themselves against unfair negotiation tricks.
Gerichtet an: Practical training for managers and employees of German or European companies doing business in the U.S.A. Senior management who present to American audiences. Engineers and other senior technical staff who make presentations to American audiences or team members. Business development managers, key-account-managers, and other members of sales and marketing teams who make sales presentations to American partners.

Wichtige informationen
Veranstaltungsort(e)

Wo und wann

Beginn Lage
auf Anfrage
Nürnberg
Bayern, Deutschland

Häufig gestellte Fragen

· Voraussetzungen

Upper intermediate level of English or higher.

Was lernen Sie in diesem Kurs?

International

Themenkreis

Participants will learn how to structure an American style presentation. Americans typically find that German presentations are too long, unfocused, and boring.In this seminar the participants will learn to use a very effective and persuasive American presentation structure. They will learn step-by-step how to prepare opening and closing statements which exactly meet American expectations. They will also learn how to build the body their presentations based on benefits which are important to Americans.

Participants will learn how to use special techniques to increase the acceptance of their presentation. In German-American negotiations, German negotiators seldom ask enough questions. Americans believe that a lack of questions demonstrates a lack of interest. Therefore, in this seminar the participants will learn exactly how and when to ask which questions, and how to use proven question-paraphrase techniques.

The German style of negotiation often leads to frustration and anger on the American side. Americans expect their negotiation partners to be open to persuasion and to make concessions when the time is right. Therefore, this seminar teaches participants how to use a proven system for planning and making concessions which protects their real positions and doesn´t damage the negotiation atmosphere.

Participants will learn how to answer objections skillfully. Americans often use tactics to create pressure, they usually use verbal response and special questioning techniques to answer objections and avoid pressure themselves, and they often use tricks which are considered to be unfair by German negotiators to gain an advantage in the negotiation. In this seminar the participants will learn how to effectively use fair tactics and techniques (salami, reversal, diffusion, diversion, etc.), and how to recognize and defend themselves against unfair negotiation tricks.

The proven strategies, tactics, and techniques, are learned through question and answer conversations, practical exercises, structured and free role plays, and intensive feedback sessions.

This seminar is practical, intensive, and participant centered.

Participants will learn how to deal with questions, and how to handle a difficult audience

Zusätzliche Informationen

Weitere Angaben: Kurs kann Inhouse oder privat auch als Einzel-Coaching gebucht werden.
Maximale Teilnehmerzahl: 10

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