Taktik und Methodik bei Preisverhandlungen (von Cost Break Down bis e-auctionen) – Ofra Car

In the 1990s, Ignacio Lopez "revolutionized" the world of purchasing in the automotive industry, but not only there. This was the beginning of a new era of "unequal negotiations" for almost all parties in the supply chain, with tough negotiation methods and new tools and tactics.
Das stellt viele Verkäufer vor ganz neue Herausforderungen. Vom kooperativen Verhandeln nach dem Win-Win-Ansatz geprägt, erleben auch erfahrene Vertriebsleute, dass ihre Argumentation mit „guter Technik“ und “hoher Produktqualität“ heute nicht mehr durchdringt. Den Einkäufern geht es – so wird gesagt – anscheinend nur noch um den niedrigsten Preis.
What are the ways and means of holding one's own in such negotiations and ultimately negotiating a fair compromise? In addition to a well thought-out negotiation strategy (seminar KAM II) and a good knowledge of negotiation psychology (seminar KAM III), tactics and negotiation techniques are also important.

The seminar highlights the 12 most common tactics used by corporate buyers, from exaggerated price demands or quantity requests to cost break down and e-auctions, which tactics to use to hold one's ground and how to turn the corner to a good compromise. Last but not least, it is about the how, the when, the right way and the tactically correct sequence when introducing offers and options.
The seminar consists of lecture and discussion, practical tasks and case studies from practice.

https://www.ofracar.de/veranstaltungen.htm