Efficient International Negotiation Skills for Sales Engineers

with a certificate of attendance

Efficient International Negotiation Skills for Sales Engineers

Negotiation is an art, not a science. But that doesn’t mean you cannot improve your skills and make the most of working constructively with a variety of people from all over the world. The VDI Workshop “Efficient International Negotiation Skills for Sales Engineers” will help you overcome challenges in self-awareness, preparation, practice and intercultural interaction.

Master the art of international negotiation

The world is moving closer together. That means many businesses face competition not just in their home markets, but also from others abroad. But increasing globalization can be as much of an opportunity as it is a challenge. Therefore, you need to be able to negotiate efficiently and navigate the various cultural differences you experience.

The VDI Workshop “Efficient International Negotiation Skills for Sales Engineers” is specifically designed to increase your success when dealing with and negotiating with partners from around the world. By focussing on self-awareness, preparation, practice and intercultural skills, you will learn how to execute proven tactics, refine your own style and improve your verbal and non-verbal communication skills. Taking place over the course of two days this training will give you the skills you need to master the art of international negotiation.

The Workshop covers the following areas:

  • Understanding international negotiation - choosing the best style, being aware of power relationships and looking at the Harvard Negotiation Project with its methodology, application and limits.
  • Preparing to negotiate – defining and setting targets, selecting team members, observing opening rituals, determining sites and satisfying needs and finding common interests.
  • The negotiation process – the 6 steps of negotiating, efficient strategies and tactics, arguing effectively, negotiating in a team and the top ten skills of professional negotiators.
  • Verbal and non-verbal communication – communicating effectively, active listening, question-based leadership, the importance of body language and drawing the right conclusions.
  • Dealing with various people and cultures – how to work with irrational participants, managing challenging relationships, conflict resolution, hospitality and good manners, handling misunderstandings and avoiding stereotypes.


Download Program PDF

1. Day: 09:00–17:00 / 2. Day: 09:00–17:00

Understanding International Negotiations

  • Why international negotiations are different and what to observe
  • Proper behaviour
  • Choosing the best negotiation style
  • The Harvard Negotiation Project: Methodology, application, limits
  • Types of power that you should be aware of

Pre-Negotiation Preparation

  • The 10 steps for the preparation of international negotiations
  • You can’t hit a target you never set: How to define and set targets
  • Types of negotiation partners and how to deal with them
  • Satisfaction of needs and finding common interests
  • How to create an effective argumentation strategy

Getting Ready to Negotiate

  • Selecting and preparing the site
  • Team selection
  • The most common mistakes in international negations
  • Observing opening rituals
  • Building self-confidence and credibility

Execution of Negotiations

  • The 6-step negotiation process
  • Negotiation strategies and tactics
  • How to argue effectively: The five parts of an argument
  • Negotiating with a team: Requirements, mistakes to avoid
  • How to close negotiations properly
  • The top ten abilities of professional negotiators

Verbal Communication

  • How to communicate effectively
  • Question-based leadership
  • Making sure to be understood
  • Active listening
  • Dealing with objections: Effective objection-handling techniques

Nonverbal communication

  • The importance of body language
  • Analyzing the counterparts body language and drawing the right conclusions
  • How to use your own body language to enhance the credibility of your arguments

Dealing with Difficult Counterparts

  • Strategies and tactics when dealing with irrational counterparts
  • How manage conflicts in challenging relationships
  • Conflict resolution methods
  • Suspending negotiations: When, why, possible benefits & risks
  • The power of positive relationships

Dealing with Different Cultures

  • Hospitality and good manners
  • Avoiding stereotyping
  • Being aware of cultural do's and don'ts in different cultures
  • Handling misunderstandings with confidence

Common negotiation mistakes

  • The most common mistakes in international negotiations
  • How to avoid them

Who should attend?

It doesn’t matter if you deal with international clients and partners on a daily basis or if you’re new to the field of international negotiation – the VDI Workshop will help advance your skills.

Especially if you work in one of the following areas:

  • Engineering
  • Sales
  • Purchasing
  • Sales Management
  • Key account Management

Workshop Chair

The Workshop will be hosted by Dipl. Betriebswirt (FH) Thomas Roithmeier, a seasoned expert in international leadership and negotiation with many years of experience.

Negotiate your way to success

The Workshop “Efficient International Negotiation Skills for Sales Engineers” will teach you how to professionally prepare and execute international negotiations and help you achieve better results. Learn from best practice input, group assignments and discussions as well as simulations to sharpen your ability to compete in international markets.

Eventnumber: 09SE075

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