Negotiation techniques and discussions with regards to discounts

Place: Online

Duration: 2 hours Classroom (online) plus 2 hours Questions & Answers (Q&A)

Date/Time: on request, Monday to Friday, between 08:00 and 17:00 CET.

• Customers are constantly trying to lower the price, often referring to lower cost 
• Quite often, the comparisons are not justified, as services and performance are not 
on the same level
• Alternatively, customers often try to receive more services (quantity, complexity) for 
the same price

Learning Objectives:
• Using the FAB formula (see above), coachees will be able to explain the differences 
in their own and competitive performance
• Coachees will also learn to make the resulting price differences clear, emphasizing
that their own price-performance ratio is more attractive than that of the 
• Coachees will be able to identify the background and intentions of various 
negotiating positions and use them for an optimal negotiation outcome, utilising the 
Harvard Negotiation Concept.

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