/NAP - Training
Negotiation Management IV
– Negotiation Specialties
Claim Management
Digital, DE
December 5th 2022
Training Content
Background and concept
Claim negotiations are currently a key issue for purchasing and sales. The accelerated transition to e-mobility, the supply crisis as a result of the Ukraine war and the fragmentation of supplier networks as a result of the Corona pandemic are putting increasing strain on existing contracts. In the process, claim situations are increasing in severity due to the great pressure on costs and margins.
In order to master the demands of claim negotiations, the training will provide you with valuable knowledge and behavioral patterns for claim situations. With the help of the NAP method approach, you will learn to deal confidently with renegotiations and to find ways out of situations that are difficult to resolve.
- Claim requirements
“What legal and relationship claims can the claim be based on?”
- Claim forms
“Is there a hardball claim, contract claim, relationship claim, or creative claim?”
- Claim response pattern
“How to respond to claim demands with confidence?”
Your take-aways
- You will understand why more and more negotiators are specifically focusing on claim management ("change management") and what risks, but also opportunities, exist in this.
- You will get to know different forms of claims and will be able to assign your negotiation situations to the claim forms.
- Know how to handle claim negotiation situations and what to look for when dealing with the other side in these negotiations.
- You know the background of the current exploding claim negotiations.
- You have the opportunity to share experiences and network with other executives.
Claim negotiations are a popular "toy" in many industries. However, their use should be carefully considered. Whereas in the past they were often seen as an additional bonus opportunity to increase margins retrospectively, claims are now increasingly based on existential reasons.
The program is aimed at managers from companies and administration, e.g., from sales, purchasing, human resources, IT, logistics, service, finance, M&A, legal departmentor management.
Key Facts
December 5th 2022
The 1-day seminar is limited to 12 participants. As the number of participants is limited, registrations will be considered according to their receipt.
The cost of participation per participant is 620,- Euro.
Venue
The NAP seminar takes place digitally.
Registration until November 21st 2022
Click here to register.
For questions you can reach us at
Phone: + 49 331 2016 9258
E-mail: info@nap-digital.de