Business negotiations – 3 levels

BUSINESS NEGOTIATIONS – 3 LEVELS*

TRAINING – PROFILE AND OBJECTIVES

In private and professional lives, we spend a lot of time persuading other people to do something they do not feel like doing at first. For instance, a character of Chris Sabian, who was fabulously played by Kevin Spacey in The Negotiator in which he was unsuccessfully trying to persuade his daughter to leave the bathroom despite he was a specialist – a police negotiator. One of the most important aspects of persuasion is sincerity and faith in what we say. You cannot be insincere because the other party will detect it really quickly and probably use it against us. Negotiating is mostly about the discussion and proper communication. Influencing other people to take some actions which, for them, can be less important, is not a piece of cake. Therefore, in literature and business practise there is an expression: the art of negotiation.

In some cases, we can find ourselves in a comfortable situation, being a supervisor or a person who in any other manner controls the work of others and their behaviour. However, in most cases, we negotiate with a peer or even our supervisor.

The workshop I offer can help to develop vital negotiation skills and it will also present the psychological aspects of influence in various professional situations.

During the training the following topics are presented:

  • the technique of asking questions, gathering information under pressure, effective notes-making, sensitivity regarding the other party’s priorities
  • building the relation with an interior and exterior client
  • respect which matters in negotiations
  • features of a good negotiator
  • factors of persuasion
  • the right time and place for negotiations
  • open and reserved behaviour, direct and indirect
  • character aspects important while negotiating
  • motivation and values in the process of decision making, hierarchy of needs
  • non-verbal communication in negotiations
  • the value of positive thinking
  • psychology in neurolinguistic programming

KNOWLEDGE AND SKILLS THE PARTICIPANT WILL OBTAIN DURING THE TRAINING

  • psychological aspects of negotiation processes
  • how to be well prepared for the negotiations
  • practical use of negotiation techniques in negotiation processes
  • what should drive us in the negotiation process – motivation, values and hierarchy of needs
  • using negotiations strategies

TRAINING RECIPIENTS

  • sales specialists working in various sales channels: telephone, mail, social media video, meetings in person
  • sales representatives
  • purchase managers
  • buyers
  • BDMs
  • account’s advisors
  • sales experts
  • account’s managers
  • KAM
  • team leaders

TRAINING – AGENDA

  • training is divided into thematic blocks and supplemented with workshop tasks in sub-groups, after each block:
    – the essence of negotiation processes
    – techniques and strategies used in negotiations
    –the psychology in sales, purchases and negotiations
    – the character profile, values and motivations of the other party
    – strategic thinking in relations with an international customer
    – individual negotiation cases (min 7)
  • training takes 3 days (7 hours/day)
  • dates, times, breaks, location – to be agreed

*** All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without permission in writing from the publisher Academy of Skills Tomasz Wójtowicz

About me

Tomasz Wójtowicz, Phd – I am an experienced business practitioner as well as an academic teacher. My 22-year professional career, including 13 years of managerial practise in big international organisations (Citigroup, Commerzbank, DBK Group) and other companies (ATW_Poznan Ltd. – Chairman of the Board; University of Computer Sciences and Economics – Chairman of the Managing Board) gave me the essential insight and experience. During my career path in corporations, eight times I participated and conducted structural and organisational changes, not just as a researcher, scientist, advisor or consultant but always as an employee. It allowed me to get a better understanding and knowledge of implemented changes, from the point of view of an employee as well as the manager.

Business fields which are supervised are as follows:

  • the sale, post-sale support and management of the transactional banking products and trade finance for corporate clients (of annual revenues above 10 billion euros, including companies the ones listed on WSE and other European and American Stock Exchanges); on average the companies process approx. 15 000 operations annually,
  • the supervision of B2B sale teams – account assistant, product advisor, representatives, BDMs, KAMs – up to 30 people; cooperation with national and international sales net up to 300 people,
  • product management – product development department, search and implementation of innovations,
  • financial analysis and risk management within trade finance and investment,
  • implementation of a lean management concept in organisations,
  • forward budget (revenue, cost and income targets) of 120 million PLN (EBIT)
  • relation management with the key clients
  • optimisation of the financial sheets (the balance and cash-flow structure, return on sales, return on assets and capital in profit and loss account)

In 2011-2019 I was a Head of Trade Finance Department in mBank S.A. (Commerzbank Group). Beforehand – 2000-2011 – in my career path I was appointed a Head of Regional Sales Department and a Head of Global Transaction Sales Services Department for Institutional Customers in Citi Handlowy (Citigroup).  In 1997-2000 I worked in the Financial Department of DBK Group, preparing analyses and reports required for management decisions. Within the scope of my managerial duties I efficiently ran a team of 50 people and directly co-operated with the net of bank advisors and analysts in the whole country (more than 300 people). I managed a company of FMCG trade (ATW_Poznan Ltd.) and the finance and restructuring processes at a private university (University of Computer Sciences and Economics)

In 2004 I got a PhD in management and accountancy at the University of Warmia and Mazury in Olsztyn. It allowed me to combine the theory with the practise. For 20 years (1998-2018) I specialised in financial and managerial accountancy, financial analysis, company’s finance and audit (over 25 publications assistant professor in the Department of Economics).

In May 2019 I graduated from MIT, USA, after completing an international training for Executives: Leading change in complex organization, organised by Massachusetts Institute of Technology Sloan School of Management, Cambridge, USA.

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