{"id":8234507,"date":"2025-11-13T12:43:53","date_gmt":"2025-11-13T12:43:53","guid":{"rendered":"https:\/\/www.aese.pt\/programas\/alta-performance-em-negociacao-b2b-2\/"},"modified":"2026-05-14T14:58:53","modified_gmt":"2026-05-14T14:58:53","slug":"alta-performance-em-negociacao-b2b-2","status":"publish","type":"program","link":"https:\/\/www.aese.pt\/en\/find-your-program\/alta-performance-em-negociacao-b2b-2\/","title":{"rendered":"High-Performance Sales: B2B"},"content":{"rendered":"<section id=\"\" class=\"container-left-sticky-right-container \"\n    x-data=\"{ open: false, c2cOpen: false }\"\n    x-effect=\"if (open || c2cOpen) { document.body.classList.add('overflow-hidden') } else { document.body.classList.remove('overflow-hidden') }\"\n    x-on:click.away=\"open = false\">\n        <div id=\"lsrcb-contactos\" class=\"left-container scroll-mt-[150px] top-[180px]\">\n                    <div class=\"buttons-links flex flex-col gap-2\">\n                                                                                                                                    <a class=\"download-button btn-animation\" href=\"https:\/\/www.aese.pt\/en\/form-page\/?form=259\" target=\"_blank\">\n                                Registration                            <\/a>\n                                                                        <\/div>\n                            <div class=\"lsrcb-sidebar-alert\" role=\"note\">\n                <p class=\"lsrcb-sidebar-alert__text\">\n                    Forms are temporarily available in Portuguese only.                <\/p>\n            <\/div>\n                                    <div class=\"admissions-team\">\n                                    <div class=\"admission-team-member\">\n                                                    <span class=\"member-title\">\n                                Admissions Team &#8211; Lisboa                            <\/span>\n                                                <div class=\"member-info\">\n                            <div class=\"member-image-role\">\n                                                                    <div class=\"member-name-role\">\n                                                                            <span class=\"member-name\">\n                                            Afonso Hespanhol Leit\u00e3o                                        <\/span>\n                                                                                                                <span class=\"member-role\">\n                                            Coordinator of Short Programs                                        <\/span>\n                                                                    <\/div>\n                            <\/div>\n                            <div class=\"member-email-phone\">\n                                                                    <a href=\"mailto:shortprograms@aese.pt\" class=\"member-email\">\n                                        shortprograms@aese.pt                                    <\/a>\n                                                                                                    <a href=\"tel:+351939 127 894\" class=\"member-phone\">\n                                        <span class=\"phone-prefix\">[+351]<\/span> 939 127 894                                    <\/a>\n                                                            <\/div>\n                        <\/div>\n\n                                            <\/div>\n                            <\/div>\n                                                    <div>\n                \t\t\t\t\t<div class=\"flex flex-col w-full\">\n\t\t\t\t<div class=\"share_container\">\n\t\t\t\t\t<div class=\"share_buttons\">\n\t\t\t\t\t\t<button id=\"share_button\" class=\"share_button\">\n\t\t\t\t\t\t\t<svg width=\"20\" height=\"20\" viewBox=\"0 0 20 21\" fill=\"none\" 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data-a2a-url=\"https:\/\/www.aese.pt\/en\/find-your-program\/alta-performance-em-negociacao-b2b-2\/\" data-a2a-title=\"High-Performance Sales: B2B\"><a class=\"a2a_button_facebook\" href=\"https:\/\/www.addtoany.com\/add_to\/facebook?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Falta-performance-em-negociacao-b2b-2%2F&amp;linkname=High-Performance%20Sales%3A%20B2B\" title=\"Facebook\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_linkedin\" href=\"https:\/\/www.addtoany.com\/add_to\/linkedin?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Falta-performance-em-negociacao-b2b-2%2F&amp;linkname=High-Performance%20Sales%3A%20B2B\" title=\"LinkedIn\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_email\" href=\"https:\/\/www.addtoany.com\/add_to\/email?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Falta-performance-em-negociacao-b2b-2%2F&amp;linkname=High-Performance%20Sales%3A%20B2B\" title=\"Email\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_copy_link\" href=\"https:\/\/www.addtoany.com\/add_to\/copy_link?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Falta-performance-em-negociacao-b2b-2%2F&amp;linkname=High-Performance%20Sales%3A%20B2B\" title=\"Copy Link\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t<script>\n\t\t\t\tdocument.addEventListener('DOMContentLoaded', function() {\n\t\t\t\t\tif (window.__shareComponentInitialized) return;\n\t\t\t\t\twindow.__shareComponentInitialized = true;\n\n\t\t\t\t\tconst btnTitle = document.getElementById('share_title');\n\t\t\t\t\tconst btnIcon = document.getElementById('share_button');\n\t\t\t\t\tconst container = document.getElementById('shareButtonsContainer');\n\n\t\t\t\t\tfunction toggleShare() {\n\t\t\t\t\t\tcontainer.classList.toggle('hidden');\n\t\t\t\t\t}\n\t\t\t\t\tif (btnTitle && container) {\n\t\t\t\t\t\tbtnTitle.addEventListener('click', toggleShare);\n\t\t\t\t\t}\n\t\t\t\t\tif (btnIcon && container) {\n\t\t\t\t\t\tbtnIcon.addEventListener('click', toggleShare);\n\t\t\t\t\t}\n\t\t\t\t});\n\t\t\t<\/script>\n\t\t            <\/div>\n                <\/div>\n    <div class=\"right-container \">\n        <div class=\"acf-innerblocks-container\">\n\n<p class=\"wp-block-paragraph\" id=\"about-program\">In an increasingly unpredictable business world, where customers are demanding and highly informed, the way you negotiate can be the deciding factor between winning or losing an opportunity.<br><br>It\u2019s not enough to have a competitive offer. Today, it\u2019s essential to build trusting relationships, gain a deep understanding of the client, and demonstrate value that goes far beyond price. This is what truly sets great negotiators apart.<br><br>\u201cHigh-Performance Negotiation\u201d is an intensive two-day program at AESE Business School, designed to transform your approach to negotiation.<br><br><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"theme\">Topics to Be Covered<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Participants will delve into innovative concepts that are directly applicable to real-world practice:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Storytelling in Negotiation: How to Create Narratives That Build Trust and Influence Decisions, with Practical Exercises to Help You Apply the Technique Right Away.<\/li>\n\n\n\n<li>Value Selling: How to Demonstrate Tangible and Intangible Value in Complex Negotiations, Turning Objections into Sustainable Agreements, with Analysis of Real-Life Cases and Interactive Exercises.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n    <div class=\"pib_informations_container\">\n        <section id=\"EMBA\" class=\"pib_informations_section\">\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">LOCAL<\/span>\n                                            <div class=\"information_description\"><p>AESE Campus Lisboa<br \/>\nCal\u00e7ada de Palma de Baixo, n.\u00ba 12, 1600-177 Lisboa<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">DATES<\/span>\n                                            <div class=\"information_description\"><p>Subject to confirmation<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">SCHEDULE<\/span>\n                                            <div class=\"information_description\"><p>Full days<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">REGISTRATION DEADLINE<\/span>\n                                            <div class=\"information_description\"><p>Subject to confirmation<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">LANGUAGE<\/span>\n                                            <div class=\"information_description\"><p>Portuguese<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">PRICE<\/span>\n                                            <div class=\"information_description\"><ul>\n<li><strong>Early bird until one month before the Short Program: 960 \u20ac<\/strong><\/li>\n<li><strong>Members of the AESE Alumni Association and Sponsoring Companies: 960\u20ac<\/strong><\/li>\n<li><strong>General: 1.200 \u20ac<\/strong><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<\/div>\n                                                        <\/div>\n                    <\/section>\n        <div class=\"pib_information_divider\"><\/div>\n    <\/div>\n\n\n\n<div style=\"height:34px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n    <section id=\"beneficios\" class=\"ocb_cards_section\">\n                    <h2 class=\"ocb_cards_title\">\n                <svg width=\"28\" height=\"3\" viewBox=\"0 0 28 3\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n                    <path d=\"M0.8 2.44184V0.841835H27.2V2.44184H0.8Z\" fill=\"#D83F00\" \/>\n                <\/svg>\n                <span>Benefits<\/span>\n            <\/h2>\n                <div class=\"ocb_cards_content\">\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\"><\/h3>\n                    <div class=\"ocb_card_description\"><ul>\n<li>Advanced techniques for negotiating in complex, high-pressure situations<\/li>\n<\/ul>\n<\/div>\n                <\/div>\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\"><\/h3>\n                    <div class=\"ocb_card_description\"><ul>\n<li>A structured, creative, and client-focused approach<\/li>\n<\/ul>\n<\/div>\n                <\/div>\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\"><\/h3>\n                    <div class=\"ocb_card_description\"><ul>\n<li>Practical tools that boost conversions, build customer loyalty, and align sales teams<\/li>\n<\/ul>\n<\/div>\n                <\/div>\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\"><\/h3>\n                    <div class=\"ocb_card_description\"><ul>\n<li>The ability to lead negotiations that create real value and set your organization apart.<\/li>\n<\/ul>\n<\/div>\n                <\/div>\n                    <\/div>\n            <\/section>\n\n<script>\n    document.addEventListener('DOMContentLoaded', function () {\n        document.querySelectorAll('.ocb_cards_section').forEach(function (section) {\n            if (section.dataset.ocbInitialized) {\n                return;\n            }\n            section.dataset.ocbInitialized = 'true';\n\n            const button = section.querySelector('.ocb_cards_button');\n            if (!button) {\n                return;\n            }\n\n            const buttonText = button.querySelector('.ocb_cards_button_text');\n            const buttonIcon = button.querySelector('.ocb_cards_button_icon');\n            const extraCards = 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class=\"listing-pb-container\">\n                                                    <div class=\"lpb-professor-card\">\n                                            <a href=\"https:\/\/www.aese.pt\/en\/faculty\/ramiro-martins\/\" class=\"lpb-professor-Link\">\n                                                <figure class=\"lpb-professor-card-image\">\n                            <img decoding=\"async\" width=\"2035\" height=\"2560\" src=\"https:\/\/www.aese.pt\/wp-content\/uploads\/2024\/12\/Ramiro_Martins-scaled-e1781695610669.jpg\" class=\"w-full h-full object-cover rounded\" alt=\"Ramiro Martins scaled\" loading=\"lazy\" \/>                        <\/figure>\n                        <div class=\"lpb-professor-card-content\">\n                            <span class=\"lpb-professor-card-title\">\n                                Ramiro Martins                            <\/span>\n                                                            <span class=\"lpb-professor-card-description\">\n                                    Teacher                                <\/span>\n                                                    <\/div>\n                                                <\/a>\n                                    <\/div>\n                                            <div class=\"lpb-professor-card\">\n                                            <a href=\"https:\/\/www.aese.pt\/en\/faculty\/pedro-ferreira\/\" class=\"lpb-professor-Link\">\n                                                <figure class=\"lpb-professor-card-image\">\n                            <img decoding=\"async\" width=\"510\" height=\"600\" src=\"https:\/\/www.aese.pt\/wp-content\/uploads\/2024\/12\/AESE-Pedro-Nuno-Ferreira-510x600px.jpg\" class=\"w-full h-full object-cover rounded\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/www.aese.pt\/wp-content\/uploads\/2024\/12\/AESE-Pedro-Nuno-Ferreira-510x600px.jpg 510w, 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