ABES promotes training in negotiation

Marcantonio Montesano will use the Deal method on August 6th and 7th

 

When, in addition to planning a negotiation, you are also able to control and use interactive behavior, you increase your success rate. Based on this concept, ABES will promote negotiation training, on August 6th and 7th, at the entity's headquarters, in São Paulo. The instructor will be Marcantonio Montesano, who will apply the DEAL method of negotiation.

 

“Understanding the power relationships inherent in any negotiation, knowing how to best resist pressure from buyers, preparing and structuring the negotiation and practicing to consolidate reflexes are among the objectives of the training, which is fully aligned with the needs and perspectives of IT companies. ”, explains Carlos Sacco, marketing director at ABEs.

 

Contents

 

Among the various aspects of negotiation that will be addressed, training will include the development of skills to use reciprocity in favor of negotiation; understand the effects of limiting and irreversibility; distinguish position and objective; restore balance in trading; measure your BATNA (best alternative to a negotiated agreement) and that of your interlocutor; knowing how to express your assets; identify and thwart disruptive tactics ("take it or leave it", urgency, good and bad, etc); knowing how to respond assertively in stressful situations (difficult, aggressive, manipulative client, etc.); distinguish between objective and negotiation strategy; evaluate the areas of possible agreement (ZAPO) and evaluate the counterparts you want to obtain; and set the limits: consider the worst for the best.

 

According to Montesano, the content will be transmitted through intense practices and dynamics, with interaction games and negotiation games by teams and pairs, in addition to case studies and negotiation preparation with the Checkpoint methodology. “Indicated for a maximum of 12 participants, this formation is suitable if you face strong pressure on prices in your market, if your buyers are increasingly demanding or destabilizing and if you are aware that negotiation control is essential for the business success”.

 

Schedule

When: August 6th and 7th, 2015

Where: ABES Headquarters – Av. Ibirapuera, 2907, 8th floor, Cj. 811

Investment for ABES members: R$ 2,500.00

Investment for non-members: R$ 3,000.00

Registrations: will be received until August 4, 2015, exclusively at the ABES Relationship Center, by telephone (11) 2161-2833 and will only be confirmed after receiving the deposit receipt of the investment amount.

 

Methodology Used

The methodology used is the DEAL trading method created by Nicolas Caron and Frédéric Vendeuvre, associate directors and founders of the Halifax Group in France. The Halifax Group is an Academic Partner of one of France's leading Business Schools, the Paris Executive Campus of Rouen Business School and Reims Management School. Halifax is certified with ISO 9001 issued by AFNOR for the following activities: Training Company, Operational Support and E-learning. Its contents are translated into 7 languages and its main clients are: L'Oréal, Total, Saint Gobain, BNP Paribas, SFR, GAN, Pfizer, Coca Cola, DHL and Merck. 

 

Instructor 

Marcantonio Montesano worked 20 years in the corporate software and technology services market as a sales professional, manager, sales director, director of operations and entrepreneur. He created the Best Performance Group in 2003. He was certified by Mike Bosworth in Solution Selling and CustomerCentric Selling, with Frédéric Vendeuvre in the DEAL and LEAD methodologies at Halifax Consulting, with Andrew Dugdale in the Sales Talent Assessment and Charles Green in the Trusted Advisor. He is a civil engineer, holds an MBA from ESPM and IAG from PUC-Rio, a master's degree from PUC-Rio researching the use of narratives in business relationships and corporate sales. He is a professor, researcher, instructor and consultant. He has carried out training in Brazil for ABES in São Paulo, Assespro Rio Grande do Sul, Assespro Rio de Janeiro, Assespro Paraná, as well as in Mexico, Argentina, Panama, Spain, the United States and Portugal.