Take advantage of the resources of top traders to exceed your profitability

Negotiation is a critical moment for a sales representative: one wrong move and the efforts made upstream are lost, affecting sales conditions and margin prospects. Good negotiation requires precise skills, strategic preparation, the ability to conduct discussions, sometimes under pressure, and an assertive posture, to name but a few.
Our DEAL® negotiation training program will equip you to meet and exceed your margin, pricing and profitability targets. You'll have the keys to improving your closing rate with seasoned, demanding BtoB buyers.
You'll learn how to anchor the right behaviors to master the negotiation interview; how to tap the resources of the best negotiators; how to define the profiles of your contacts; how to structure and prepare your B2B negotiation; and how to protect your added value.
This sales course will help your teams to act in a structured and consistent way.

Is it for you ?

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.

Prerequisites

Be ready for an experience that will transform your approach to negotiation

What You'll Walk Away With

✓ Prepare negotiations effectively using BATNA, ZOPA, power analysis, and anchoring strategies
✓ Take control early by structuring positioning and leading discussions with confidence
✓ Defend offers assertively and adapt to different negotiator profiles
✓ Manage concessions and trade-offs to protect value and maintain margins
✓ Close deals effectively using proven techniques to secure profitable agreements

Training content

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.

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.

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

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

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

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

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

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.

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Keep in Mind

23 hours of ‘blended learning’: 5 e-learning modules (4h) / 5 half-day group sessions (15h) / 4 individual exercises (3h) / 1 individual simulation (1h)

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.