Master the techniques of
COMMERCIAL NEGOTIATION
This training course will enable you to acquire solid skills and knowledge to prepare for negotiations, master sales negotiation techniques, manage power relations and create value.
DISCOVER OUR TRAINING
Objectives
- Know how to characterize a negotiation situation and understand the conditions under which to engage in it.
- Preparing for negotiations
- Adopt negotiation techniques to increase the chances of a winning outcome
Intra
Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.
Contact us for a proposal tailored to your needs.
Contents
- 5 x 2-hour video sessions or 2 days face-to-face
- 3 hours of e-learning capsules before each session
Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.
Customer reviews
4.2/5 (2215 reviews)
Success rate* (%)
99%
* These indicators are updated each year on the basis of consolidated data from previous years.
Source of indicators: List of trainees/learning validation quiz/training evaluation
Last date for updating figures: 15/05/2024
Program
Training schedule
The rules of the negotiation game
- Le GO / NO GO Négo
- Negotiation framework
- The rules of the game
Practical activities :
- Completing the negotiation framework for a sale in progress
- Carry out a self-assessment on the rules of the Negotiation game
Preparing for a negotiation
- The balance of power assessment tool
- The preparation triptych
- ZAPO evaluation grid by item
Practical activities :
- Debriefing of an intervention by a former Raid negotiator
- Completing the ZAPO evaluation grid
Verbal and non-verbal management and cognitive biases
- Self-assessment of your cognitive bias practices
- Active listening self-assessment
- Assertiveness self-assessment
The levers of value creation
- The framework for promoting your offer
- Self-assessment of buyer tip processing
- List of concessions/counterparties
Practical activities :
- List the potential quid pro quos you can obtain in your negotiations
- Completing the self-assessment of buyer tip processing
Personality management
- DISC profile analysis grid
- Adapting to the DISC profiles of your contacts
- The final quiz!
Practical activities :
- Define "Do's" and "Don'ts" in communication with each DISC dominant
After training
- Questionnaire for validating prior learning
Before each session
Participants complete the corresponding e-learning.
During the session
The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.
After each session
Participants are given exercises to apply in their own context.
TRAINING METHODS
Public
Sales people, Business developers, Technical sales people, Consultants, Sales managers.
All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.
Prerequisites
A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.
Evaluation
At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.
The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).
NUMEROUS TRAINING COURSES AVAILABLE
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