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
Scenario-based exercise using a customized simulation
Co-construction of the 7 key principles of negotiation based on participants' results
Discovering the mechanisms of principled negotiation
B. CREATING A CLIMATE OF TRUST
Discovery through experimentation of the dilemma between competition and cooperation
Operational approach to the principle of reciprocity, the forgiveness process, and situational intelligence
Discovering the importance of reputation, its influences, and how to maintain it. Learning techniques to move from competition to cooperation in trust
SESSION 2 | PREPARING A NEGOTIATION
C. THINKING ABOUT WHO, WHAT, HOW BEFORE A NEGOTIATION
Discovery of the 10-point preparation framework, divided into 3 angles: Who? What? How?
Preparation of upcoming negotiations based on participants' proposals
D. ANTICIPATING POSITIONS IN NEGOTIATION
Scenario-based exercise using a customized simulation
Personalized debrief of participants' results
Learning the strengths and weaknesses of the 4 positions
SESSION 3 | COMMUNICATING WITH THE OTHER STAKEHOLDER
E. USING THE RIGHT LEVERS OF INFLUENCE
Participative scenario exercise with Robert Cialdini's 6 influence techniques
Discovering the levers of influence
Work on possible actions to make good use of influence levers in the context of a negotiation
F. MASTERING ANCHORING IN NEGOTIATION
Scenario-based competitive exercise on anchoring using a simulation
Presentation of the value proposition framework. Discovery of the difference between a high initial position, objective, and fall-back
Work 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 their potential through our innovative and collaborative training programs. We therefore offer truly memorable learning experiences, placing pace, the desire to learn, and people at the heart of the method.
Our credo: to capitalize on innovative expertise and methods, 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 gain access to always cutting-edge content that drives action, as well as tools that guarantee immediate impact. Our 300 experts trained in our method have already enabled 60,000 people to enjoy unforgettable learning experiences and develop new skills. Take the time to save time! Train with us.
Certification
The quality certification has been awarded for the following category of action:
Training Action
Open certificationAbout
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?
We aspire for as many people as possible to have the freedom to act and fulfill their potential through our innovative and collaborative training programs. We therefore offer truly memorable learning experiences, placing pace, the desire to learn, and people at the heart of the method.
Our credo: to capitalize on innovative expertise and methods, 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 gain access to always cutting-edge content that drives action, as well as tools that guarantee immediate impact. Our 300 experts trained in our method have already enabled 60,000 people to enjoy unforgettable learning experiences and develop new skills. Take the time to save time! Train with us.
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?
Yes
Interested in this training course? Any questions?
Catalog or custom training courses
Duration
Location
Capacity
participant(s)
NPS*
Price
Inter : 1 800 € HT par personne
Intra : sur devis
TRAINING
