{"id":430,"date":"2024-06-10T15:03:52","date_gmt":"2024-06-10T13:03:52","guid":{"rendered":"https:\/\/kunden.weissblaumedia.de\/jansen\/?post_type=project&p=430"},"modified":"2024-11-28T16:18:34","modified_gmt":"2024-11-28T15:18:34","slug":"verhandeln","status":"publish","type":"project","link":"https:\/\/jansenacademy.biz\/en\/project\/verhandeln\/","title":{"rendered":"Negotiate"},"content":{"rendered":"

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Soft-Skills: Kunden F\u00fchren<\/p>\n

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Verhandeln<\/span><\/h1>\n

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Wie Ihr Unternehmen und Ihre Kunden erfolgreich aus kritischen Verhandlungs-Situationen hervorgehen k\u00f6nnen.<\/p>\n

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Der Kunde ist K\u00f6nig. Oder?<\/h2>\n

[\/et_pb_text][et_pb_blurb use_icon=“on“ font_icon=“||fa||900″ icon_placement=“left“ image_icon_width=“80px“ content_max_width=“838px“ image_icon_width_tablet=“60px“ image_icon_width_phone=“60px“ image_icon_width_last_edited=“on|tablet“ _builder_version=“4.25.0″ _module_preset=“default“ header_level=“h3″ header_font=“Montserrat|600|||||||“ header_font_size=“25px“ body_font=“Montserrat||||||||“ body_font_size=“17px“ body_line_height=“1.6em“ body_font_size_tablet=“16px“ body_font_size_phone=“15px“ body_font_size_last_edited=“on|phone“ global_colors_info=“{}“]Denken Sie nicht manchmal, dass Ihre Consultants ihren Kunden gegen\u00fcber zu gro\u00dfz\u00fcgig waren? Oder dass die Aufw\u00e4nde f\u00fcr einen Change-Request sehr optimistisch gesch\u00e4tzt wurden? Erleben Sie h\u00e4ufig, dass Ihr Kunde im Projektverlauf immer mehr fordert? Machen Sie sich Sorgen um Ihre Projektmargen? Im Streben der Consultants nach Kundenzufriedenheit kommen die Interessen Ihres Beratungshauses manchmal zu kurz. Das hat viele negative Auswirkungen f\u00fcr Sie \u2013 und sogar auch f\u00fcr Ihren Kunden.<\/p>\n

Verhandlungssituationen fr\u00fchzeitig erkennen:<\/strong> Es ist nicht immer leicht, in einem Projekt zu erkennen, dass m\u00f6glicherweise gerade eine Verhandlungssituation entsteht. M\u00f6chte der Kunde, dass Ihr Consultant ihm wieder einen \u201ekleinen Gefallen\u201c tut? Findet ein Key-User, dass diese Funktion aber im Standard enthalten sein m\u00fcsste? M\u00f6chte die f\u00fcr die Migration verantwortliche Kundenmitarbeiterin oder der verantwortliche Kundenmitarbeiter den anstehenden Test verschieben?[\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=“1″ _builder_version=“4.25.0″ _module_preset=“default“ background_color=“#FFFFFF“ global_colors_info=“{}“][et_pb_row column_structure=“1_2,1_2″ make_equal=“on“ custom_padding_last_edited=“on|phone“ module_id=“mehr“ _builder_version=“4.27.0″ _module_preset=“default“ custom_padding=“||||false|false“ custom_padding_tablet=“||||false|false“ custom_padding_phone=“0px||||false|false“ global_colors_info=“{}“ width_phone=“90%“ width_last_edited=“on|phone“][et_pb_column type=“1_2″ _builder_version=“4.27.0″ _module_preset=“default“ custom_css_main_element=“margin:auto“ global_colors_info=“{}“][et_pb_text _builder_version=“4.25.0″ _module_preset=“_initial“ header_font_size=“25px“ header_2_font=“Montserrat|600|||||||“ header_2_text_color=“#47757F“ header_2_font_size=“35px“ header_2_line_height=“1.3em“ custom_margin=“||0px||false|false“ header_font_size_tablet=“25px“ header_font_size_phone=“20px“ header_font_size_last_edited=“on|phone“ header_2_font_size_tablet=“30px“ header_2_font_size_phone=“23px“ header_2_font_size_last_edited=“on|phone“ global_colors_info=“{}“]<\/p>\n

Meetings nach den Regeln professionellen Handelns vorbereiten<\/h2>\n

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Ereignisse wie diese k\u00f6nnen insgesamt die Wirtschaftlichkeit und den allgemeinen Projekterfolg in Gefahr bringen und sollten mit dem Kunden verhandelt werden<\/strong>. Eine gr\u00fcndliche Vorbereitung<\/strong> ist f\u00fcr Ihre Beraterinnen und Berater unerl\u00e4sslich. Dabei sind unumst\u00f6\u00dfliche Fakten genauso wichtig wie ein aktueller \u201eBeziehungscheck\u201c mit dem Kunden, seine schon bekannten Sichtweisen und Interessen.<\/p>\n

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Verhandeln statt feilschen <\/h2>\n

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In der Verhandlung selbst sollte m\u00f6glichst am Anfang die Situation aus Sicht der verschiedenen Stakeholder herausgearbeitet und unterschiedliche Sichtweisen offen angesprochen werden. Wir ermutigen Ihre Berater darin, nachteilige Sichtweisen oder Positionen <\/strong>(\u201eDas ist ein Fixpreis-Projekt\u201c) des Kunden fr\u00fchzeitig aktiv anzusprechen und so zu behandeln<\/strong>, dass kein Nachteil in der Verhandlung daraus entsteht.<\/p>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=“1_2,1_2″ make_equal=“on“ custom_padding_last_edited=“on|phone“ _builder_version=“4.27.0″ _module_preset=“default“ custom_padding=“||||false|false“ custom_padding_tablet=“||||false|false“ custom_padding_phone=“0px||0px||false|false“ global_colors_info=“{}“ width_phone=“90%“ width_last_edited=“on|phone“][et_pb_column type=“1_2″ _builder_version=“4.27.0″ _module_preset=“default“ custom_css_main_element=“margin:auto“ global_colors_info=“{}“][et_pb_text _builder_version=“4.27.0″ _module_preset=“_initial“ text_font=“Montserrat||||||||“ text_font_size=“17px“ text_line_height=“1.6em“ header_3_font=“Montserrat|600|||||||“ header_3_font_size=“23px“ custom_padding=“||||false|false“ text_font_size_tablet=“16px“ text_font_size_phone=“15px“ text_font_size_last_edited=“on|phone“ global_colors_info=“{}“]<\/p>\n

Dabei k\u00f6nnen Ihre Projektleiter und Consultants unter gro\u00dfem Druck durch den Kunden geraten, der selbst h\u00e4ufig unter gro\u00dfem Druck steht. In unseren Trainings lernen Ihre Berater, jetzt nicht in nachteilige Kompromisse abzugleiten, sondern mit eigenen Emotionen umzugehen und die Emotionen des Kunden f\u00fcr eine konstruktive Zusammenarbeit<\/strong> zu nutzen.<\/p>\n

Nur wenn es gelingt, eine \u201evern\u00fcnftige\u201c Gespr\u00e4chsatmosph\u00e4re<\/strong> entstehen zu lassen, k\u00f6nnen Ihre Projektleiter die Interessen und Ziele m\u00f6glichst aller Stakeholder herausarbeiten. Erst dann k\u00f6nnen verschiedene L\u00f6sungsans\u00e4tze wirksam angeboten werden. Alle diese L\u00f6sungsans\u00e4tze sollten mit dem Management abgestimmt sein. Jetzt kann der Kunde entscheiden, welche L\u00f6sung f\u00fcr ihn die beste Investition darstellt.<\/p>\n

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Wir zeigen Ihren Beratern, wie sie eine Change-Request-Verhandlung<\/strong> auf Basis eines effektiven Vorgehensmodells vorbereiten<\/strong> \u2013 und auf Augenh\u00f6he Win-Win-L\u00f6sungen aus schwierigsten Situationen mit Ihren Kunden entwickeln k\u00f6nnen.<\/p>\n

[\/et_pb_blurb][et_pb_blurb title=“Wie Sie davon profitieren k\u00f6nnen “ use_icon=“on“ font_icon=“||divi||400″ icon_placement=“left“ content_max_width=“100%“ _builder_version=“4.27.0″ _module_preset=“default“ header_level=“h3″ header_font=“Montserrat|600|||||||“ header_text_color=“#47757F“ header_font_size=“23px“ header_line_height=“1.3em“ body_font=“Montserrat||||||||“ body_font_size=“17px“ body_line_height=“1.6em“ header_font_size_tablet=“23px“ header_font_size_phone=“21px“ header_font_size_last_edited=“on|phone“ body_font_size_tablet=“16px“ body_font_size_phone=“15px“ body_font_size_last_edited=“on|desktop“ global_colors_info=“{}“]<\/p>\n

Sie erh\u00f6hen<\/strong> nicht nur die Wirtschaftlichkeit Ihrer Projekte<\/strong>, sondern st\u00e4rken<\/strong> auch das Vertrauen und<\/strong> den Respekt der Kunden gegen\u00fcber Ihnen<\/strong> als Anbieter. F\u00fcr Ihr Management bedeutet es zudem, dass weniger kritische F\u00e4lle im Lenkungsausschuss m\u00fcnden. Die gesamte Vorgehensweise erm\u00f6glicht es, dass Kunden Optionen erhalten, die ihnen den gr\u00f6\u00dften Nutzen bieten. Dadurch wird die L\u00f6sung f\u00fcr den Kunden zu einer gewinnbringenden Investition, die nicht nur seine aktuellen Bed\u00fcrfnisse erf\u00fcllt, sondern auch langfristig Wert schafft. Das f\u00f6rdert eine positive Wahrnehmung und eine dauerhafte Beziehung zwischen Anbieter und Kunde, was wiederum zur nachhaltigen Erfolgssicherung Ihres Unternehmens<\/strong> beitr\u00e4gt.<\/p>\n

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Trainingsmodule<\/p>\n

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Fragen Sie jetzt an:<\/h2>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=“1_3,1_3,1_3″ use_custom_gutter=“on“ gutter_width=“2″ make_equal=“on“ _builder_version=“4.27.0″ _module_preset=“default“ locked=“off“ global_colors_info=“{}“ width_phone=“90%“ width_last_edited=“on|phone“][et_pb_column type=“1_3″ _builder_version=“4.25.0″ _module_preset=“default“ background_color=“#f2f2f2″ custom_padding=“30px||90px||false|true“ custom_padding_tablet=“||30px||false|true“ custom_padding_phone=“||30px||false|true“ custom_padding_last_edited=“on|tablet“ border_radii=“on|20px|20px|20px|20px“ global_colors_info=“{}“][et_pb_text _builder_version=“4.27.0″ _module_preset=“_initial“ text_font=“–et_global_body_font|700||on|||||“ text_text_color=“#47757F“ text_letter_spacing=“1px“ text_line_height=“1.4em“ header_4_font=“Montserrat|700||on|||||“ header_4_text_color=“#47757f“ custom_padding=“|30px||30px|false|true“ locked=“off“ global_colors_info=“{}“]<\/p>\n

SANC<\/p>\n

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Selling and Negotiating Change Requests<\/h3>\n

Durch professionelles Verhandeln, Kundenzufriedenheit und Projektmarge in Einklang bringen.<\/span>[\/et_pb_text][et_pb_blurb title=“3 Tage“ use_icon=“on“ font_icon=“||fa||400″ icon_placement=“left“ image_icon_width=“20px“ _builder_version=“4.23.1″ _module_preset=“default“ header_font_size=“17px“ custom_margin=“||15px||false|false“ custom_padding=“|30px||30px|false|true“ global_colors_info=“{}“][\/et_pb_blurb][et_pb_blurb title=“Level 3″ use_icon=“on“ font_icon=“||fa||900″ icon_placement=“left“ image_icon_width=“20px“ _builder_version=“4.25.0″ _module_preset=“default“ header_font_size=“17px“ custom_padding=“|30px||30px|false|true“ locked=“off“ global_colors_info=“{}“][\/et_pb_blurb][et_pb_button button_url=“https:\/\/jansenacademy.biz\/module-consulting\/sanc-selling-and-negotiating-change-requests\/“ button_text=“Mehr erfahren“ _builder_version=“4.25.2″ _module_preset=“088034da-505b-4e0c-aa52-2dc46f6a5425″ button_font=“Montserrat|600||on|||||“ transform_scale_last_edited=“off|desktop“ transform_translate_last_edited=“off|desktop“ transform_rotate_last_edited=“off|desktop“ transform_skew_last_edited=“off|desktop“ transform_origin_last_edited=“off|desktop“ transform_styles_last_edited=“off|desktop“ positioning=“absolute“ position_origin_a=“bottom_left“ vertical_offset=“30px“ horizontal_offset=“0px“ position_origin_a_tablet=“bottom_left“ position_origin_a_phone=“bottom_left“ position_origin_a_last_edited=“on|tablet“ position_origin_f_tablet=““ position_origin_f_phone=““ position_origin_f_last_edited=“on|desktop“ position_origin_r_tablet=““ position_origin_r_phone=““ position_origin_r_last_edited=“on|desktop“ custom_margin=“|30px||30px|false|true“ custom_padding=“14px|24px|14px|24px|true|true“ positioning_tablet=“none“ positioning_phone=“none“ positioning_last_edited=“on|desktop“ locked=“off“ global_colors_info=“{}“ transform_styles__hover_enabled=“on|hover“ transform_scale__hover_enabled=“on|hover“ transform_translate__hover_enabled=“on|desktop“ transform_rotate__hover_enabled=“on|desktop“ transform_skew__hover_enabled=“on|desktop“ transform_origin__hover_enabled=“on|desktop“ transform_scale__hover=“105%|105%“][\/et_pb_button][\/et_pb_column][et_pb_column type=“1_3″ _builder_version=“4.25.0″ _module_preset=“default“ background_enable_color=“off“ custom_padding=“30px||30px||false|true“ border_radii=“on|20px|20px|20px|20px“ global_colors_info=“{}“][\/et_pb_column][et_pb_column type=“1_3″ _builder_version=“4.25.0″ _module_preset=“default“ background_enable_color=“off“ custom_padding=“30px||30px||false|true“ border_radii=“on|20px|20px|20px|20px“ global_colors_info=“{}“][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=“1″ custom_padding_last_edited=“on|phone“ disabled_on=“on|on|off“ _builder_version=“4.27.0″ _module_preset=“default“ custom_padding=“20px||0px||false|false“ custom_padding_tablet=“0px||0px||false|false“ custom_padding_phone=“0px||30px||false|false“ global_module=“2036″ saved_tabs=“all“ locked=“off“ collapsed=“on“ global_colors_info=“{}“][et_pb_row _builder_version=“4.22.2″ _module_preset=“default“ custom_padding=“0px||0px||false|false“ animation_style=“fade“ global_colors_info=“{}“][et_pb_column type=“4_4″ _builder_version=“4.22.2″ _module_preset=“default“ global_colors_info=“{}“][et_pb_text _builder_version=“4.23.1″ _module_preset=“8cfcc04b-95e2-40a8-aaec-150d8de995a3″ text_font=“Montserrat||||||||“ text_text_color=“rgba(0,0,0,0.32)“ text_font_size=“13px“ header_font_size=“50px“ header_font_size_tablet=“40px“ header_font_size_phone=“40px“ header_font_size_last_edited=“on|phone“ text_orientation_tablet=““ text_orientation_phone=“center“ text_orientation_last_edited=“on|phone“ global_colors_info=“{}“]<\/p>\n

U.a. diese IT-Beratungen vertrauen uns:<\/p>\n

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Soft-Skills: Kunden F\u00fchrenVerhandelnWie Ihr Unternehmen und Ihre Kunden erfolgreich aus kritischen Verhandlungs-Situationen hervorgehen k\u00f6nnen.Der Kunde ist K\u00f6nig. Oder?Denken Sie nicht manchmal, dass Ihre Consultants ihren Kunden gegen\u00fcber zu gro\u00dfz\u00fcgig waren? Oder dass die Aufw\u00e4nde f\u00fcr einen Change-Request sehr optimistisch gesch\u00e4tzt wurden? Erleben Sie h\u00e4ufig, dass Ihr Kunde im Projektverlauf immer mehr fordert? Machen Sie sich Sorgen um Ihre Projektmargen? Im Streben der Consultants nach Kundenzufriedenheit kommen die Interessen Ihres Beratungshauses manchmal zu kurz. Das hat viele negative Auswirkungen f\u00fcr Sie \u2013 und sogar auch f\u00fcr Ihren Kunden. Verhandlungssituationen fr\u00fchzeitig erkennen: Es ist nicht immer leicht, in einem Projekt zu erkennen, dass m\u00f6glicherweise gerade eine Verhandlungssituation entsteht. M\u00f6chte der Kunde, dass Ihr Consultant ihm wieder einen \u201ekleinen Gefallen\u201c tut? Findet ein Key-User, dass diese Funktion aber im Standard enthalten sein m\u00fcsste? M\u00f6chte die f\u00fcr die Migration verantwortliche Kundenmitarbeiterin oder der verantwortliche Kundenmitarbeiter den anstehenden Test verschieben?Meetings nach den Regeln professionellen Handelns vorbereitenEreignisse wie diese k\u00f6nnen insgesamt die Wirtschaftlichkeit und den allgemeinen Projekterfolg in Gefahr bringen und sollten mit dem Kunden verhandelt werden. Eine gr\u00fcndliche Vorbereitung ist f\u00fcr Ihre Beraterinnen und Berater unerl\u00e4sslich. Dabei sind unumst\u00f6\u00dfliche Fakten genauso wichtig wie ein aktueller \u201eBeziehungscheck\u201c mit dem Kunden, seine schon bekannten Sichtweisen und Interessen.Verhandeln […]<\/p>\n","protected":false},"author":1,"featured_media":284,"comment_status":"open","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"project_category":[22],"project_tag":[],"class_list":["post-430","project","type-project","status-publish","has-post-thumbnail","hentry","project_category-kunden-fuehren"],"yoast_head":"\nSoft Skill - Verhandeln \/\/ Jansen Academy Trainings im IT-Business<\/title>\n<meta name=\"description\" content=\"Wir schulen Ihre Berater, Change-Request-Verhandlungen effektiv vorzubereiten, um gute L\u00f6sungen zu erzielen und die Kundenbeziehungen zu st\u00e4rken.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/jansenacademy.biz\/en\/project\/verhandeln\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Soft Skill - 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