Negotiation of contractual terms
This e-learning course "Negotiating Contractual Conditions" will help you to better master this topic in a professional context.
The aim of this course is to help you understand the implications of key contractual clauses.
The examples, scenarios and case studies are designed to be easily transposable into different professional contexts and types of organizations.
Prerequisites
No specific prerequisites are required to follow this course.
Target Audience
Managers, HR managers and employees concerned with the topic of "Negotiating contractual terms".
Content
The course is structured into several complementary modules, combining theoretical input, practical exercises and interactive activities to facilitate the appropriation of concepts.
Training path
Why negotiate a contract well in your professionE-learning module – Sales & Business Development TrainingA successful contractual negotiation is not just about "signing the deal". It commits your company for years,…E-learning module – Sales & Business Development Training
A successful contractual negotiation is not just about "signing the deal". It commits your company for years, impacts your margins, determines the promised level of service, and frames your recourse in case of disputes. This module offers you a broader perspective on your practices so that you never underestimate the strategic importance of each contractual clause again.
What you will gain from this module:
• A clear vision of the financial, legal, commercial, and relational stakes related to each B2B contract
• An awareness of the long-term impact of poorly anticipated concessions
• A new reading of your negotiations as a strategic steering act, rather than an administrative one
• Keys to convince your client while protecting your company's interests
This module can be taken independently, as a standalone strategic capsule, or as an entry point into the complete e-learning path for Sales & Business Development, which will guide you to full mastery of advanced negotiation techniques.
Structured around concrete situational exercises and focused on the field challenges of Key Account Managers, Sales Directors, and senior negotiator profiles, this first module acts as a catalyst for awareness: it allows you to align your methods with the complex demands of B2B sales cycles.
Negotiation strategies for high-performing executivesModule 2 from the "Sales & Business Development" track – Can be taken independentlyMaster the essential foundations to succeed in any contractual negotiation.Regardless of…Module 2 from the "Sales & Business Development" track – Can be taken independently
Master the essential foundations to succeed in any contractual negotiation.
Regardless of your level of experience, succeeding in a negotiation relies on solid foundations – this module allows you to acquire them quickly and effectively.
Are you in charge of strategic negotiations? Do you need to defend your company's interests against demanding B2B clients?
➡ Then this module is essential for your commercial performance.
What you will learn:
– The fundamental principles of effective contractual negotiation
– The key concept of the Zone of Possible Agreement (ZOPA)
– How to leverage influence at the right moment
– The essential legal frameworks governing contractual negotiations
With this module:
✔ You structure your exchanges with confidence
✔ You are able to anticipate points of friction
✔ You secure your agreements by relying on a clear legal foundation
This module is integrated into our complete "Sales & Business Development" track, but can also be taken independently for targeted and operational learning.
Mastering effective contract negotiation techniquesNegotiating is not something that can be improvised. Even less so when it comes to defending your company's interests in high-stakes contracts.This module offers…Negotiating is not something that can be improvised. Even less so when it comes to defending your company's interests in high-stakes contracts.
This module offers a structured and practical introduction to the essential techniques of B2B contract negotiation.
Do you want to strengthen your negotiation skills, avoid costly mistakes, and emerge victorious from every discussion?
This module is for you.
✔ What you will gain:
- A clear method for conducting complex contract negotiations
- Concrete tools to frame, structure, and prioritize your arguments
- Proven techniques for handling objections, proposing alternatives, and concluding effectively
- Practical exercises and role-playing scenarios to transform this skill into second nature
This module can be taken independently or integrated into the "Sales & "Business Development," a training program designed to elevate your sales performance to a strategic level.
Perfectly suited for:
- Key Account Managers
- Sales Directors
- Anyone involved in high-stakes B2B negotiations
Module format:
- Methodological input
- Interactive role-playing exercises
- Self-assessment quizzes
Adapting the negotiation to the client's specific needsE-learning training moduleTheme: Sales & Business DevelopmentTarget audience: Key account manager, Sales directorDo you often negotiate in multiple and complex contexts?This practical and immersive…E-learning training module
Theme: Sales & Business Development
Target audience: Key account manager, Sales director
Do you often negotiate in multiple and complex contexts?
This practical and immersive module helps you refine your negotiation strategies according to different types of clients, corporate cultures, or contractual constraints.
Through 3 interactive scenarios from the field, you will develop your relational agility to ask the right questions, understand the motivations of your interlocutors, and adapt your negotiating posture. A scripted quiz sequence will allow you to test and reinforce your knowledge.
✔ Taking this module alone allows you to review or strengthen a specific skill.
✔ Integrated into the “Sales & Business Development” pathway, it contributes to building a complete and strategic commercial approach, from posture to contract signing.
What this module will concretely allow you to do:
- Take a step back on the framework and stakes of a negotiation
- Identify the contextual factors that impact decisions
- Adjust your tactics according to interlocutors, sectors, and priorities
- Gain confidence in contexts of pressure or uncertainty
- Transform a blocked position into a shared solution
Master quiz - Negotiating Contract TermsThis e-learning module "Negotiating Contract Terms" offers you a fun, immersive, and 100% business experience inspired by famous tiered TV quizzes. Take on the…This e-learning module "Negotiating Contract Terms" offers you a fun, immersive, and 100% business experience inspired by famous tiered TV quizzes. Take on the challenge by answering 15 strategic questions about B2B negotiation, understanding customer expectations, and analyzing key points of the contract.
✨ At the intersection of pedagogy and play, this module allows you to revise effectively through a gradual tension build-up:
- 3 tiers to cross (Question 5, Question 10, Question 15) that secure your knowledge
- 3 smart jokers to use at the right moment:
- 50/50: To eliminate two wrong answers
- Helping hand: A strategic hint to guide you
- Expert consultation: Watch a short video clip of a professional sharing their approach
- A gamified, rhythmic, and dynamic interface to maximize your engagement
This module can be taken on demand or integrated into the overall "Sales & Business Development" pathway, perfect for sales directors and key account managers who wish to:
- ✔ Revise or validate their knowledge
- ✔ Challenge themselves in an engaging and practical way
- ✔ Prepare for complex B2B negotiation situations
It's your turn: will you reach the 15th question?