Trainings

Successful commercial negotiation

at 15 KM

REVAL Consulting

Training
Business
Trade
Strategy
Sales
Negociation
Productivity
Performance

OBJECTIVES
 Know the key steps of a successful business negotiation
 Master the reflexes of a good negotiator
 Know how to implement your own trading strategy

PUBLIC
Responsible (s) of customers, commercial having in charge the follow-up and the development of a
customer portfolio

PROGRAM

Introduction
 What does Negotiate mean?
 What are the actors in a negotiation
 The different negotiation strategies: cooperation, competition, attack, withdrawal ...
 Constraints related to negotiation in a multicultural environment

The key steps of a negotiation
 To get to know each other well and to know the other person better to negotiate

The different negotiating profiles: controlling, promoting, analyzing, facilitating

Which negotiator are you: self-diagnosis
 Prepare for negotiation

Define the issues of negotiation and identify what is negotiable from what is not

The importance of the business case

List objections

Mental preparation
 Use negotiation tactics wisely

Analyze the balance of power

Use the emotional register

Alternate the techniques of reformulation, feedback, silence ...

Reassure your interlocutor

Techniques to resist the pressure

The game of the concession and the counterpart (winner / winner)
 Conclude the negotiation

Spot the moment to conclude

Formalize the agreement

Alternative solutions in case of failure

EDUCATIONAL TOOLS
 Presentations
 Role play - Practical cases