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Erfolgreich verhandeln

Verhandeln müssen Sie im Außendienst ständig. Mit den folgenden Verhandlungs-Tipps gelingt es Ihnen, eine Entscheidungsfreiheit aufzubauen.

-Sorgen Sie dafür, dass Sie Ihre Stärken kommunizieren, ob andere diese auch haben oder nicht.
-Überlegen Sie in der Vorbereitung der Verhandlung nicht nur, welche Argumente Sie einsetzen, sondern auch, wann Sie diese einsetzen, um optimalen Verhandlungserfolg zu erzielen.
-Bieten Sie mehr Auswahlmöglichkeiten in Bezug auf Wert, Menge oder Größe an, um Entscheidungen sinnvoll zu lenken.
-Stellen Sie im Außendienst nicht nur Behauptungen auf, sondern teilen Sie diese in nachvollziehbaren Schritten mit- am besten schriftlich notiert. So werden Ihre Berechnungen und Argumente besser verstanden und akzeptiert.
-Sorgen Sie dafür, dass Ihren Ideen und Leistungen vorher der nötigen Wert und der entsprechende Respekt zugeordnet werden.
-Lassen Sie sich selbst von Ihrer eigenen Konzentration auf noch nicht abgehakte Themen nicht ablenken und nutzen Sie die Nennung noch nicht geklärter Bereiche, um andere Gesprächspartner neugierig zu machen beziehungsweise über „offene Schubladen zu stolpern“.
-Legen Sie sich bei Bedarf eine „höhere Instanz“ zurecht und durchschauen Sie gleichzeitig umgekehrt, wenn andere eine höhere Instanz ins Gespräch bringen, indem Sie genaue Fragen dazu stellen.
-Nehmen Sie nicht alle Probleme an, die an Sie herangetragen werden, sondern spielen Sie den Ball wieder zurück. So haben Sie die Möglichkeit, mit weniger Aufwand viel zu erreichen.
-Verwenden Sie in Verhandlungen so oft wie möglich die Frage: „ Was schlagen Sie vor?“.

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