Formation : Three Dimensions of Sales Negotiations

  • GLC Mixte
  • Enjeu : Se perfectionner

Le programme de la formation

  • Three 30’ e-learning modules

Background to commercial negotiations

  • Differences between selling and negotiating.
  • Positioning yourself in the negotiation context.
  • Understand buyers better to negotiate better.

Preparing commercial negotiations

  • Stabilising the balance of power using the power index matrix.
  • Preparing margins of manoeuvre using the negotiable points matrix.
  • Anticipating requests using the bargaining chips matrix.

Commercial negotiations: 7 keys to effective meetings

  • How to make a successful start.
  • Strengthening your negotiating position.
  • Steering towards a satisfying conclusion.

Two-day classroom course

1/ Identifying the three keys to sales negotiation

  • Tactics : preparing for your negotiations
  • Techniques : mastering face-to-face negotiating.
  • Behaviour : adopting an effective attitude.

2/ Developing your negotiation tactics

  • Assessing the stakes of your sales negotiation.
  • Selecting your negotiating position before the meeting.
  • Preparing for your negotiation meeting: the negotiation matrix, bargaining chips.

3/ Mastering face-to-face negotiations

  • Mastering the seven keys to effective negotiation meetings.
  • Leading the meeting through to its conclusion.
  • Avoiding the traps and tricks used by professional buyers.

4/ Adopting the right attitude to maintain a positive relationship

  • Permanently shifting the balance of power.
  • Understanding the other person and making yourself understood.
  • Being assertive in difficult situations.
  • Adapting to the other person's needs.

5/ The six-point checklist to sales negotiation

  • Sell first, negotiate later... and only if required.
  • If you feel like a hostage, free yourself first.
  • Remember that you are responsible for your company’s margins, not your client’s.
  • Negotiate the terms of the agreement.
  • Create a positive relationship when closing.
  • Take the lead when it comes to customer relationship management.

Two 30’ e-learning modules

Commercial negotiations: coping with the pitfalls

  • Dealing with buyer-specific negotiation techniques.
  • Dealing with assertive techniques.
  • Responding to intimidation and disqualification tactics.

Commercial negotiations: asserting yourself

  • Listening skills.
  • Understanding buyers for improved negotiation.
  • Choosing the appropriate words.
  • Using the ‘FRANC’ method.


  • Choose your negotiating style to suit the context and what you know about the customer.
  • Optimise your preparation for negotiations.
  • Resist and gain concessions in face-to-face negotiations.
  • Maintain high-quality commercial relationships.

Points forts

  • Pre-learning and post-learning assessments.
  • E-learning modules available for 1 year.
  • Personalised guidance during the entire training path.
Durée : 2 jours (14 heures )
+ activités à distance
Référence : 8557
Prix :1 575,00 CHF HT
Forfait repas : Genève : 44,00 CHF
autres villes : voir
Durée : 2 jours (14 heures )
+ activités à distance
Référence : 8557
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