Adopt principled negotiation techniques
Succeeding in sales, preparing for an important meeting, making your point of view heard: negotiation governs every interaction between two people. In this training, participants will discover the best negotiation techniques to build a relationship of trust with their counterparts and achieve their goals. They will learn how to prepare, anticipate tensions and the forces at play, and find creative solutions to walk away with a deal in hand. Target audience: This training is intended for all employees who face negotiation situations. Salespeople, Sales teams, CSMs, Managers, and HR professionals are often confronted with negotiation situations that require understanding the mechanics involved and mastering the proper process.
To prepare for the training
Theoretical content, text excerpts, and examples of communication messages will be shared with participants to ensure they have a minimum knowledge base. Discussions may also take place with the trainers in order to assess each participant’s context and level.
Training objectives
Prepare a negotiation
Characterize the current relationship with your counterpart
Invest in the relationship to achieve a cooperative, trust-based relationship
Anticipate your counterparts' stances to react better
Influence your counterparts with the right levers
Achieve quantified sales objectives
Find alternative solutions to sign a contract
PROGRAM
Adopt principled negotiation techniques
Session 1 - Understanding the negotiation process
A. Negotiating: the key principles
Role-play using a custom simulation
Co-creation of the 7 key principles of negotiation based on participants' results
Discovering the workings of principled negotiation
B. Building a climate of trust
Discovering through experimentation the dilemma between competition and cooperation
Practical approach to the principle of reciprocity, the forgiveness process, and situational intelligence
Discovering the importance of reputation, its effects, and how to maintain it
Learning techniques to move from competition to trust-based cooperation
Session 2 - Preparing for a negotiation
A. Thinking about who, what, and how before a negotiation
Discovering the 10-point preparation grid, divided into 3 angles: who? what? how?
Preparing upcoming negotiations based on participants' proposals
B. Anticipating positions in the negotiation
Role-play using a custom simulation
Personalized debriefing of participants' results
Learning the strengths and weaknesses of the 4 positions
Session 3 - Communicating with the other stakeholder
A. Using the right influence levers
Participatory role-play with Robert Cialdini's 6 influence techniques
Discovering influence levers
Working on possible actions to make good use of influence levers in a negotiation context
B. Mastering anchoring in negotiation
Role-play through competition on anchoring using a simulation
Presentation of the value proposition grid
Discovering the difference between a high initial position, target, and fall-back
Working on identifying non-negotiable points
Building a coherent value proposition
Our teaching methods
We aspire for as many people as possible to have the freedom to act and fulfill themselves thanks to our innovative and collaborative training programs. We therefore offer truly memorable learning experiences, putting pace, the desire to learn, and people at the heart of the method.
Our credo: to build on expertise and innovative formats, capable of engaging all the ways our participants learn. Our approach is based on the 7 existing types of intelligence, to reach and leave a lasting impression on everyone.
At Seven, you have access to content that is always at the cutting edge and prompts action, as well as tools that guarantee an immediate impact. Our 300 experts trained in our method have already enabled 60,000 people to experience unforgettable learning experiences and develop new skills. Take the time to save time! Train with us.
Certification
The certification was issued under the following category of action: Training action
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Is this training course covered by the OPCOs?
Yes! You can get in touch with your Skills Operator to ask them about coverage. We can support you with this process.
Are there any prerequisites?
No prerequisites are required to enroll in the training.
Does this training course fall under the FNE-Formation program?
Yes. The FNE-Formation scheme allows all employees on partial or full furlough to have their training costs covered. If your company is eligible for partial unemployment and you are in this situation: this training will be reimbursed 100% by FNE-Formation.
How am I evaluated?
Your learning outcomes will be assessed through a practical case, a simulation, or a questionnaire.
You will be given a certificate of completion at the end of the training.
Is the training accessible?
Regarding the terms and deadlines for access to this training, you can contact us directly with a minimum notice of 15 days before the desired date.
Accessible to people with disabilities: a designated disability coordinator will follow up on any adaptation request, which must be reported in advance of the training.
Are you interested in this training?
Training programs can be custom-designed.
Duration (in days)
3 days
(adjustable internally)
Duration (in hours)
18h (3x6h)
Location
Capacity
participants
NPS*
Inter price
1 800 € HT
per participant
Intra price
TRAINING
