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.
Objectives
Être en mesure de préparer stratégiquement vos prochaines négociations avec vos clients et fournisseurs actuels et futurs.
Prerequisite
A minimum of sales knowledge.
Your benefits
Content
Negotiation starts with preparation
- Why improvisation is a bad strategy in a high-pressure environment.
- Understanding the impact of new trade barriers on negotiations.
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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.
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
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.
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