Pro Workshop - Halifax Consulting Asia

09 11월 2017

Training program

Negotiation Training

How to structure and prepare your negotiations with tough buyers

Training objectives

In seminars like this, concerning the defense of price and the negotiation of conditions in front of buyers, attendees’ expectations remain high. This is often resulted from a difficult real life experience : increasing pressure on the conditions with professional buying organizations, interlocutors always more demanding  and even destabilizing.

Our specific DEAL® negotiation blended learning program is a best seller among international sales teams and key account management populations.

In this seminar, you will learn how to:

Not only defend your conditions but also be more assertive to create value with the customer

  • Destroy the sacred aura of the customer’s power.
  • Remind of the power of “ No” to accelerate the conclusion. 

Put oneself at the buyers’ level

  • Analysis methods: how to analyze with lucidity the playground of the upcoming negotiation.
  • Preparation methods : how to prepare a negotiation the same way the buyers do in a realistic time frame.
  • How to increase one’s leadership during a negotiation meeting.

Become a negotiator at every step of the selling process

  • Stop considering the negotiation as a consecutive process of the sale (which helps buyers) but integrate it from the very beginning of the sales process. 
  • Neutralize the buyers tactics of « commoditization » which often lead to the expression of a certain fatalism.

Training path

DEAL® Negotiation Digital Learning

Before the seminar, gain access on a Smartphone App to our 6 DEAL® modules of 15 mins each dedicated to negotiation skills

The concept of flipped learning has proven its value. The training has a lot more impact when it focuses on teaching the practical application of the concepts. We therefore propose an open access to the DEAL® Negotiation digital learning program 2 weeks before the classroom training.  This enables attendees to enrich their learning experience and to get prepared to the classroom training at their own pace.

Classroom Training

  • Prepare the negotiation
  • Evaluate the balance of power
  • Build your negotiating check-point
  • Prepare the strategic concessions map


Apply the DEAL® method during a negotiation

  • How to defend the initial offer
  • Assess the client’s commitment in 2 steps
  • How to ask for and obtain a counterpart
  • Neutralize buyers traps and conclude

Post Training Mobile Online Reinforcement Application

A lot of studies show that we forget very quickly what we learn unless we transfer fresh knowledge from our “short-term” memory to our “long-term” memory.

Right after the training, we will organize a challenge to reinforce the memorization of the key points from both the online training and the face-to-face seminar.

How does it work? Questions specific to the information imparted during the training are sent to the participants on their smartphones, tablets or PCs.  They score points depending on their answers and a ranking is immediately displayed.

Testimonial

Julien HUEBER, Country Manager at Nexans Korea

 «I have highly appreciated the great reactivity of Halifax for organizing a customized blended learning Negotiation Training with our sales teams and Operational Coaching with KAM and for adapting quickly to the specific context of Korean culture. The consultants have inspired our sales reps through key-words like Winning Mindset and changed their vision of everyday business. The positive energy instilled during the operational training sessions have been a key factor for achieving our sales targets


Antoni GIROD
Director, Halifax Consulting Asia

Applied psychology and communication teacher for the Sports Science  Department at French Universities. Mental training expert for the ITF ( International Tennis Federation ), in  charge of coaches education programs for National Tennis Federations all  over the world and keynote speaker at ITF Worldwide and Regional  Coaches Conferences since 2001. Mental coach for professional athletes.

Certified NLP Master Teacher, in charge of Trainer’s Training and Coach’s  Training Programs at the French Institute of NLP in Paris (IFPNL).

Well-known trainer in the business world and author of 12 books on  mental training, communication, coaching, sales and management  published in French, Spanish and English. Successful international senior consultant for salespeople with Halifax  since 2004 for clients like Total, Safran, Saint Gobain, Nexans, Pfizer,  Merck, Axa, Carmignac, Royal Bank of Scotland, Hermès, Cartier…

His specialties : strategic negotiation training, sales management, commercial leadership, winning mindset: from sport to business.

 

Who should attend? 

Any Sales Director, Key Account Manager or Sales Representative who wants to improve their negotiation skills.

Innovative Teaching Approach

This blended learning program including e-learning, classroom training and post training reinforcement maximizes the teaching impact and ensures you to get the most out of the program

Active approach through practical exercises

Learning by doing approach, self and subgroup exercises. We will use generic business cases and your real life ongoing  business cases.

 

USEFUL INFORMATION

DATE      Friday, November 9th-10th, 2017, 9:00 am - 5:00 pm

VENUE   FKCCI Office Meeting Room  (Joy Tower 11th fl., 7, Teheran-ro 37-gil,
               Gangnam-gu, Seoul/ 서울특별시 강남구 테헤란로 37길 7 조이타워 11층)

FEES      600,000 KRW for Members
              720,000 KRW for Non-Members
               (10% VAT included)

IMPORTANT    

  • Workshop conducted

    • in English on 9th 
    • in Korean on 10th 

  • Attendance is limited to 10 participants.
  • Includes lectures, courses materials, digital licences for DEAL elearning and Qstream Challenge
  • Registration is on a first-come, first-served basis
  • Cancellations must be notified at least 24 hours prior to the event, after which cancellation and no-shows will be charged accordingly.

"협상기술 훈련 세미나" 

까다로운 구매자와의 협상을 체계적으로 준비하는 법

고객과의 협상테이블에서 가격을 방어하고 조건들을 협상하는 일은 점점 더 난해한 현실이 되고 있습니다. 치열한 경쟁 속에서 고객회사의 상황이 압박을 받으며 구매자들은 점점 더 많은 것을 요구하며 엄청난 불안을 야기합니다. 

주요 목표 및 학습 내용:

•   고객과 함께 가치를 창출하는 협상법

•   고객과 대등한 입장에서 협상장에 임하는 법

•   판매 프로세스 각 단계에서의 협상자의 역할:

             o협상 준비하기

             o권력균형 평가하기

             o협상 체크포인트 작성

             o양보 전략 맵 작성

•   DEAL® method 의거하여 협상하기: 

             o 초기 입장 방어하기 

             o고객의 확약을 받는 2단계 접근방법

             o양보에 대한 보상을 요구하고 받아내는 법

             o고객의 함정을 피하고 거래를 성사시키는 법

세미나 전후 온라인 과정(DEAL e-Learning) 제공. (약 2달간의 프로그램)세미나 후 학습내용을 복습하기 위한 “모바일 온라인 강화 앱”(Mobile online reinforcement app)을 통해 “Qstream 챌린지”를 진행, 성적 우수자는 포상함. 

행사 일정

일시     2017년 11월 9일(영어 진행)/ 10일(한국어 진행) 9:00 am - 5:00 pm

장소     한불상공회의소 미팅룸 (서울특별시 강남구 테헤란로 37길 7 조이타워 11층)

비용     한불상공회의소 회원 : 600,000 KRW (10% VAT included)

                        비회원 : 720,000 KRW (10% VAT included)

공지사항    

회당 10명으로 인원이 제한됩니다. (선착순 마감)

강의, 교재, DEAL e-learning and Qstream Challenge 이용 등이 모두 포함된 가격입니다.(약 2달동안 진행됩니다.) 

최소 교육 시작 전 24시간 전 취소 원칙 / 교육 시작 전 24시간 내 취소시 환불 불가.

행사 일정

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FKCCI 서비스

Patron members

    • AA KOREA HOTEL MANAGEMENT CO., LTD
    • AGS FOUR WINDS KOREA
    • AIR FRANCE – KLM
    • ALITALIA SOCIETÀ AEREA ITALIANA
    • ASIAN TIGERS TRANSPACK CO., LTD
    • BLUEBELL KOREA LTD.
    • BNP PARIBAS
    • CARTIER KOREA
    • COFACE SERVICES KOREA CO., LTD.
    • CREDIT AGRICOLE CORPORATE & INVESTMENT BANK
    • D.P.J. & PARTNERS ARCHITECTURE
    • KIM & CHANG
    • L'OREAL KOREA
    • NAOS - BIODERMA
    • PENOX SA KOREA BRANCH
    • PERNOD RICARD KOREA
    • PIECE
    • PIERRE FABRE DERMO-COSMETIQUE
    • RENAULT SAMSUNG MOTORS CO., LTD.
    • SHIN & KIM
    • SOCIETE GENERALE
    • THALES KOREA
    • VALLOUREC & MANNESMANN TUBES
    • VAN CLEEF & ARPELS

위치

 서울특별시 강남구 테헤란로 37길 조이타워 11층

우편번호: 06142

 Tel: (02) 2268-9505  / Fax: (02) 2268-9508
  welcome@fkcci.com

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