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.
Who it is for
No prerequisites are required to enroll in the 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
Session01
Understanding the negotiation process
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
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
Session02
Preparing for a negotiation
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
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
Session03
Communicating with the other stakeholder
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
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
Before the course
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.
Assessment
Your learning outcomes are assessed through a practical case, a simulation or a questionnaire. You receive a certificate of completion at the end of the course.
Practical information
For terms and deadlines, contact us at least 15 days before the date you have in mind.
Accessible to people with disabilities: a designated disability coordinator follows up on any adaptation request, to be reported before the course.
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A course for your team?
Describe your context and what you want to change. We will point you to the right person.