Negotiations for engineers
Training objectives
Key benefits of training
Increased confidence in negotiating with demanding customers (e.g. OEMs)
Improved margin protection and reduced risk of excessive project liabilities
Ability to turn customer pressure into long-term value for the company
Description of training
Negotiation training for engineers shows that engineering decisions are often commercial in nature. In industries such as automotive, aerospace, rail and heavy industry, engineers in projects and customer service have a real impact on contract terms and delivery schedules. Every customer request for a shorter deadline, design change or deviation from standard validation procedures is effectively a negotiating moment.
During the training, participants learn to recognise such moments of negotiation and respond strategically instead of giving in to pressure. They learn how to build internal team consensus before dealing with a client, communicate assertively, protect the company's interests and at the same time maintain positive business relationships.
The training is fully practical: it uses real industry scenarios, including managing project scope changes, time pressures or intellectual property issues. Participants take part in workshops, team exercises, negotiation simulations and case studies, allowing them to test new skills in a safe environment.
The result of the training is greater confidence in negotiating with demanding clients, better margin protection and reduced risk of excessive project commitments, as well as more effective value creation for the company and the client.
Key Programme Topics
Identify negotiation opportunities in technical discussions with OEM and B2B customers and understand the business value of technical information in the negotiation process.
Professional assertive communication, saying „no” with rapport and responding to customer pressure in real time based on exercises and simulations.
Practical negotiation techniques tailored to engineering situations, the use of customer demands as negotiating leverage and the collaboration of engineering, sales and purchasing departments in a joint strategy.
Resolving conflicts and tensions in technical-business relationships and analysing case studies from the automotive, aerospace, rail and industrial sectors based on best business practices.
MSUES 2.0 certification.
FAQ
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Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
20 years' experience in strategic procurement, with 11 years leading consultancy and training projects, 80% of which are developed for specific client requirements. During his career, he has managed teams of direct and indirect buyers at national, European and global level. At Eveneum, he specialises in negotiating training projects and building long-term strategies for clients' cooperation with suppliers. In the area of consulting, he supports customers in optimising processes and preparing the procurement organisation for increasing responsibilities and duties. Ex-lecturer at the European Institute of Purchasing Management in France.
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