La négociation en contexte de vente

Animated by:

Robert Desormeaux
Ph. D. (marketing)
Associate Professor, HEC Montréal

Michel Laurin
B.A.A., HEC Montréal
Part-time lecturer, HEC Montréal

This seminar is available in French only

This three-day program is based on an approach that takes into account the obligation to adapt to each client in order to meet his or her needs, but also to come to an agreement that is profitable to the salesperson’s business. Without ignoring the simple situations, the program will focus on situations involving complex negotiations with business clients, the major challenges you may encounter, and preserving or establishing a long-term relationship with those clients.

You will learn:

• what you need to do to better negotiate with your clients;
• how to make effective use of proposals negotiation-specific interaction techniques;
• how to adapt to the four interpersonal communication styles.