Business negotiation

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Interest-based Negotiation: Succeeding in Complex Negotiations

The training allows you to understand the stakes of a good negotiation in a commercial objective. It will enable you to adapt to the most difficult situations by using the most suitable solutions to successfully complete the sales mission.


Chapter 1 - Understanding the concept of negotiation

Chapter 2 - Taking ownership of the human aspects of a negotiation

Chapter 3 - Creating the conditions for an effective sales approach

Chapter 4 - Mastering the Components of Interest-Based Negotiation: The "Fisher & Ury" Method

Chapter 5 - Inventing Creative Solutions

Chapter 6 - Dealing with bad faith and managing your exit from the negotiation


Understand how to conduct a negotiation

Be able to master the concepts of a reasoned negotiation

Successful negotiations and winning contracts

Know how to use negotiation methods to successfully complete a sales transaction

Succeed in complex or difficult negotiations

Know how to adapt to delicate situations using the right approaches

Validated skills

The training allows to understand the stakes of a good negotiation in a commercial objective.

Validated skills:

  • Be able to understand negotiation styles.
  • Know how to prepare a reasoned negotiation.
  • Be able to apply win-win negotiation techniques (toolbox).
  • Be able to know when to stop negotiating and get out of a deadlock.


Target audience and prerequisites: Senior sales representatives, key account managers or directors

How to access: contact us by phone or via the contact form, an interview will be carried out with one of our advisors during your registration to validate that the training is adapted to your needs. Following the interview, we will decide on the training dates.

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Appointment by phone

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our online training platform

Accessibility for people with disabilities: online or in-person PMR accessible program. Call us so that we can orient you according to your handicap situation.

Olivier Jacob, disability consultant: 0147203146 -

Learn in a fun way with film clips

A no is never final: 1492

From a business performance perspective, it is the beginning of the film that catches the eye, especially the scenes where Columbus sells his project to the various members of the government.

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Price kindle format: 9,99€
Price paperback: 19,50

Number of pages: 188
Author: Olivier Jacob
Preface: Bertrand Dumazy