Objectives of the training
At the end of this course, you'll be able to apply an approach to negotiate effectively in all circumstances.Targeted audience
You are a sales representative, an account manager, a business development manager, a project manager... and negotiation is part of your day-to-day work, or you have to negotiate with purchasing departments... You want to take your negotiation skills to the next level. You want to improve your results in terms of price increases, margins and cash flow, and reduce your closing cycles.Prerequisite
Be ready for an experience that will transform your approach to negotiation
Benefits for Participants
Be equipped to prepare and structure your negotiation in advance
Know how to adopt the right attitude depending on the negotiation partner
Develop your assertiveness to defend your initial position
Conclude under the best conditions for your offer
Accelerate your B2 negotiation experience curve
Know the resources of the best negotiators
Detect the types of negotiation partners: distributive and integrative tactics
Structure and prepare your B2 negotiations
Increate the right behaviors to master the negotiation meeting.
Course architecture
During the course, you'll learn how to negotiate effectively, even in seemingly unbalanced situations. We'll use a variety of media, including videos, simulations and group work.
Week 1: Let's test ourselves!
Group: Kick-Off and 1st simulation
Let's get to know each other and test ourselves with a first simulation.
Week 2: Negotiation begins with preparation
Preparation checkpoint, analysis of power relations, positioning and anchoring strategy, preparation of BATNA, CNA and ZAPO.
E-Learning: preparation and the 7 capital sins
Group : preparation, power cursors and the checkpoint
Asynchronous exercise: creating your 1st checkpoint
Week 3: Take control right from the start!
This step is crucial to establishing a solid basis for negotiation, showing the customer that you believe in your offer and are ready to defend it.
E-Learning: Defending your offer
Group work: anchoring, pillars, negotiating styles and the right attitude
Asynchronous exercise: video to defend your offer
Week 4: Defining the rules of the game
Engaging your counterpart: thinking about the end from the outset, avoiding buyer pitfalls and maintaining the objective of “closing”.
E-Learning: Engaging your counterpart
In groups: your counterparts' negotiation strategies, the 2 magic questions for engaging them
Asynchronous exercise: video to practice the magic questions
Week 5: The negotiation begins!
Knowing how to say NO, developing assertiveness, avoiding the effects of irreversibility in negotiation by adapting to the negotiator's profile.
Know how to count, handle alternatives and avoid the all too obvious “give and take”.
E-Learning: Putting forward mutual concessions
In groups: negotiation strategy and progress, concessions and quid pro quos
Asynchronous exercise: completing your checkpoint tool
Week 6: The negotiation is over!
The aim of this stage is to bring the negotiation to a successful conclusion, avoiding unnecessary giveaways and ensuring that the agreement remains profitable right to the end. It's time for your negotiating partners to understand that it's all over!
E-Learning: Limiting efforts
In group : techniques to ensure that your negotiating partners understand that the negotiation is over and that it's time to sign
Asynchronous exercise: finalizing your checkpoint tool
Week 7: Time to test your new reflexes!
Test your new negotiation tools with your trainer. Your trainer will be happy to give you feedback on your performance and provide you with a performance report.
Simulation: 30min simulation with a seasoned buyer and 30min feedback from your trainer.
Pedagogical details
Training architecture
To move from best practices to new negotiating reflexes, our “blended learning” pedagogical approach will enable you to learn best practices with our E-Learning modules, transpose them to your reality with our group sessions, personalize them with asynchronous exercises, and test them during our simulation sessions with seasoned buyers.
Type of training
Training Notes
23 hours of ‘blended learning’: 5 e-learning modules (4h) / 5 half-day group sessions (15h) / 4 individual exercises (3h) / 1 individual simulation (1h)
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
Request a quotePrivate or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
Request a quote