The current situation is critical for your business, and you'll soon be receiving calls from customers and suppliers. It's extremely important that you're ready. Improvisation is not a strategy in this context. While the situation presents its share of challenges, there are also opportunities to be seized.
In this training course, you'll learn how to prepare for negotiation, in terms of techniques, tools and best practices.
Duration
0.5 day
Schedule
See training dates for details
Regular fee
$600
Preferential fee
A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$540
Objectives of the training
Être en mesure de préparer stratégiquement vos prochaines négociations avec vos clients et fournisseurs actuels et futurs.Prerequisite
A minimum of sales knowledge.Trainers
Benefits for Participants
- Be equipped to prepare and structure your negotiations in advance
- Prepare for negotiations with customers and suppliers as soon as training is completed.
- Be proactive in the event of sudden changes in business practices
Course architecture
Negotiation starts with preparation
- Why improvisation is a bad strategy in a high-pressure environment.
- Understanding the impact of new trade barriers on negotiations.
The preparation checkpoint: structuring your negotiation
- Define your objectives and priorities.
- Identify power relationships with customers and suppliers.
- Positioning and anchoring strategy: defending your added value.
Tools and techniques for securing margins
- BATNA (Best Alternative to a Negotiated Agreement): always have a plan B.
- ANC (Acceptable Negotiation Criteria): define your critical thresholds.
- ZAPO (Zone of Optimal Potential Agreement): where is the room for maneuver?
- Arguing with figures and concrete scenarios.
Preparing for objections and pressure
- How to anticipate and respond to customer/supplier arguments.
- Techniques for maintaining the balance of power without losing the commercial relationship.
Pedagogical details
Training architecture
½ day online training to introduce you to the key elements for successful negotiation preparation. Using the Check-Point tool, you'll set up a PlayBook for preparation with your customers and suppliers. Access to an AI agent specialized in negotiation.
Type of training
Skill development
Skill development and knowledge integration
Decision support
Basic knowledge
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quoteDuration
0.5 day
Schedule
See training dates for details
Regular fee
$600
Preferential fee
A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$540
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote