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
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