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
- Why improvisation is a bad strategy in a high-pressure environment.
- Understanding the impact of new trade barriers on negotiations.
- Define your objectives and priorities.
- Identify power relationships with customers and suppliers.
- Positioning and anchoring strategy: defending your added value.
- 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.
- 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
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 quotePrivate 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