Course : Successful Negotiation

Practical course - 2d - 14h00 - Ref. NEO
Price : 1590 CHF E.T.

Successful Negotiation



Required course

Understand the negotiation process. Plan and prepare for all types of negotiation. Recognise and avoid the tricks and traps set by professional buyers. Retain and develop highly profitable customer relationships. Understand the dynamics of multiparty negotiations and how to approach them.


INTER
IN-HOUSE
CUSTOM

Practical course in person or remote class
Disponible en anglais, à la demande

Ref. NEO
  2d - 14h00
1590 CHF E.T.
En option :
Dynamique.Model.Bean_FormationOption
Certification : 290 CHF H.T.




Understand the negotiation process. Plan and prepare for all types of negotiation. Recognise and avoid the tricks and traps set by professional buyers. Retain and develop highly profitable customer relationships. Understand the dynamics of multiparty negotiations and how to approach them.



Prerequisites
None.

Practical details
Negotiation scenarios and role-playing.

Course schedule

1
The sales negotiation process

  • Understanding different negotiation styles.
  • Evaluating the risks of sales negotiations.
  • Key principles of successful negotiations.
  • Building long-term relationships.

2
Negotiation Strategies

  • Preparing and structuring every negotiation.
  • Identifying and leveraging interests of all parties in complex situations.
  • Dealing successfully with tough negotiators.
  • Establishing short and long-term Goals.
  • Building Trust & Rapport.
  • Positive Mental Attitude.
  • Affirmations & Visualizations.
  • Maximising the value proposition.

3
Buyers' Motivational Value Systems

  • Understanding professional buyers' hidden agendas.
  • Top 10 tricks used by buyers.
  • Avoiding all tactics.
  • Countering negotiation techniques.
  • Dealing with conflict expertly.

4
Effective Listening

  • Active Listening.
  • Asserting yourself in emotionally-tense situations.
  • Developing interpersonal relationships.
  • Identifying and understanding your negotiator's needs.
  • Enhancing your flexibility.

5
Questioning Techniques

  • Uncovering Needs. Real versus subconscious.
  • Advanced Questioning Techniques.
  • Questions types: Closed, Open, Paraphrasing.

6
Selling Benefits & Value

  • Features or Benefits.
  • Seven key customer Needs: Security, Convenience, Peace of Mind, Economy, Save Time, Reliability, Save Money.
  • Customers buy benefits.
  • Selling what people really want to buy.
  • Learning to Build Value into your Offering.
Hands-on work
What Value or Worth Does Your Product Have ?

7
Overcoming Objections

  • The Four "P's": Price, Product, Personal and Postponement.
  • Tackling Objections, Issues & Concerns positively.
  • Objections means Opportunity.

8
Closing

  • Removing the Fear of Failure.
  • Recognising Buying Signals.
  • Finessing the decision-making process.
  • Your role as Salesperson.
  • Seven proven Closing Techniques.
  • Negotiating the contractual terms and conditions.
  • Creating and nurturing long-term relationships.


Options
Certification : 290 CHF H.T.

Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
NARIMANE B.
11/06/26
5 / 5

A very interesting and well-structured training course. The content is clear, practical and easy to apply in a professional context. The teaching style is dynamic, with role-plays and practical case studies that help to keep the course moving at a good pace.
SYLVIE Z.
11/06/26
4 / 5

a high level of interaction that enhances the effectiveness of the training
CHARLOTTE H.
11/06/26
5 / 5

A very comprehensive programme, with highly enriching activities and workshops



Publication date : 07/04/2024



This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.

Dates and locations

Dernières places
Date garantie en présentiel ou à distance
Session garantie
From 21 to 22 September 2026
FR
Remote class
Registration
From 21 to 22 September 2026
EN
Remote class
Registration
From 15 to 16 October 2026
FR
Remote class
Registration
From 5 to 6 November 2026
FR
Remote class
Registration
From 3 to 4 December 2026 *
FR
Remote class
Registration
From 3 to 4 December 2026
EN
Remote class
Registration
From 14 to 15 January 2027
FR
Remote class
Registration
From 14 to 15 January 2027
EN
Remote class
Registration
From 1 to 2 April 2027
FR
Remote class
Registration
From 29 to 30 April 2027
FR
Remote class
Registration
From 29 to 30 April 2027
EN
Remote class
Registration
From 27 to 28 May 2027
FR
Remote class
Registration
From 10 to 11 June 2027
FR
Remote class
Registration
From 1 to 2 July 2027
FR
Remote class
Registration
From 1 to 2 July 2027
EN
Remote class
Registration
From 15 to 16 July 2027
FR
Remote class
Registration
From 12 to 13 August 2027
FR
Remote class
Registration
From 23 to 24 September 2027
FR
Remote class
Registration
From 21 to 22 October 2027
FR
Remote class
Registration
From 21 to 22 October 2027
EN
Remote class
Registration
From 4 to 5 November 2027
FR
Remote class
Registration
From 9 to 10 December 2027
FR
Remote class
Registration

REMOTE CLASS
2026 : 21 Sep., 21 Sep., 15 Oct., 5 Nov., 3 Dec., 3 Dec.

2027 : 14 Jan., 14 Jan., 1 Apr., 29 Apr., 29 Apr., 27 May, 10 June, 1 July, 1 July, 15 July, 12 Aug., 23 Sep., 21 Oct., 21 Oct., 4 Nov., 9 Dec.



This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.