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Tailor-made diploma courses

COMMERCIAL NEGOTIATION - SALES

Master commercial negotiation to influence precisely and conclude winning agreements.

87 % of people overestimate their negotiating skills, so don't let your opportunities slip through your fingers.

Free personalised quote

💡 Context and challenges

In an increasingly competitive business environment, the ability to negotiate effectively is essential for maximising profitability and securing advantageous agreements. Whether dealing with demanding customers, seasoned buyers or complex sales situations, skilful negotiation creates value while preserving the business relationship.

This training will help you develop winning negotiation strategies, strengthen your commercial position and better manage objections. Using best practice techniques, you will learn how to defend your margins, close deals more quickly and build customer loyalty, while adopting an ethical approach focused on mutual satisfaction.

Your comments

Training in commercial negotiation

In person and/or online

Attend your training in person and/or online wherever you want and choose your class times according to your schedule.

1 month

Our training course lasts approximately one month. Allow for four to five hours of training per week. This schedule can be customised.

Graduate

Our negotiation training course leads to a degree and is internationally recognised. We are eduQua certified.

Standard content

Part 1

  • I. Fundamentals of commercial negotiation - Sales.
  • II. Our intuitions about behaviour in negotiations determine how we negotiate.
  • III. Managing the tensions inherent in negotiation.
  • IV. The differentiated treatment of substance and relationship.
  • V. The two meta-skills in negotiation: methodological mastery of the process and behavioural ease.
  • VI. The seven fundamental points of a commercial negotiation situation.

Part 2

  • I. Seek a credible alternative to bargaining.
  • II. The guiding principles of principled negotiation.
  • III. The toolkit of 7 preparation elements.
  • IV. Integrative techniques for creating value at the negotiating table.
  • V. Distributive techniques for optimising value distribution.
  • VI. Emphasise objective criteria with strong legitimacy in order to resolve contentious issues.
  • VII. Accurately gauge your bargaining power in commercial negotiations.
  • SKILLS ACQUIRED

  • Abandoning a simplistic view of negotiation
  • Moving from intuitive to thoughtful negotiation practices
  • Methodically analyse the negotiation process
  • Resolving tensions inherent in purchase negotiations
  • Negotiate rationally and confidently regardless of who you are dealing with or the situation.
  • Transforming a clash of wills into joint problem solving
  • Systematising the search for mutual gains
  • Structuring and succeeding in commercial negotiations

  • Contact us to customise this training course (content, format, language).
«An expert in high-voltage negotiation and director of the OSAM group, he works with companies and organisations to teach them how to master strategic negotiation. As the head of Switzerland's leading eduQua-certified training centre (over 240 corporate clients, over 17,000 certified professionals) and a contributor to RTS, he is called upon to resolve complex situations, whether in high-stakes commercial negotiations, organisational conflicts or delicate diplomatic relations».»
Simon Pawolleck
Simon PAWOLLECKProgramme Director

They train with us

FAQ

There are no prerequisites for this training course.

1. Sales and purchasing professionals

  • Sales representatives and negotiators
  • Buyers and purchasing managers
  • Entrepreneurs and SME managers
  • Supplier relations managers

➡ Objective: To secure favourable agreements, build lasting relationships, and avoid unnecessary conflicts in transactions.

2. Managers and executives

  • Chief Executive Officers
  • Team leaders
  • HR managers and social relations managers

➡ Objective: Manage internal negotiations (salaries, disputes, contracts) and external negotiations (partnerships, strategic alliances) in a constructive manner.

3. Human resources and social relations

  • HR Director and HR Manager
  • Trade union representatives
  • Social relations advisers

➡ Objective: Negotiate collective agreements, manage labour disputes and establish effective social dialogue.

4. Legal professionals and solicitors

  • Mediators
  • Conflict management consultants
  • Business solicitors

➡ Objective: To find win-win solutions to disputes and avoid costly litigation.

5. Medical and social professions

  • Mediators
  • Psychologists and social workers
  • Healthcare managers

➡ Objective: Manage interpersonal conflicts, promote cooperation, and establish a climate of trust.

6. Anyone who has to negotiate in their daily life

  • Entrepreneurs and freelancers
  • Students and recent graduates
  • Individuals (property, salary, purchases, etc.)

Contact us for a personalised quote. The price will depend on your objectives, the format of the training, and your budget.

This course can be fully customised (content, format, language). Contact us for a free quote.

FREE QUOTE

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