E-learning Course – Effectively Negotiate Your B2B Contractual Terms
Master the art of contract negotiation to conclude win-win agreements, protect your margins, and build lasting business relationships.
Why take this course?
In an increasingly competitive B2B environment, negotiating contractual terms is not just about the “right price.” The hidden terms of the contract – duration, SLA, penalties, renewal, exit clauses – are real performance levers, directly impacting profitability, customer relations, and the sustainability of partnerships.
This 1.5-hour module was designed for key account managers, sales directors, and negotiators looking to strengthen their impact at the critical moment of contracting.
What you will learn:
- Module 1 – Key issues in negotiation Understand why each contractual clause matters. You will identify the strategic impacts of your choices on revenue, customer satisfaction, and legal risks. A real awareness to never negotiate blindly again.
- Module 2 – The fundamentals of contract negotiation You will discover the main B2B negotiation models (Harvard, ZOPA, BATNA) and the sensitive areas of contracts (general conditions, SLA, commitment, etc.).
- Module 3 – Techniques and best practices From framing the discussion to formulating counter-proposals, you will learn how to effectively structure the negotiation, respond to objections and preserve the value of your offer.
- Module 4 – Adapt your approach You will know how to adjust your stance according to the size of the client, the level of maturity of the interlocutor and the sectoral issues (IT, industry, services, etc.).
- Module 5 – Immersive simulator Step into the shoes of a negotiator facing a demanding buyer. Manage a contractual discussion around duration, SLAs, and sanctions. Ask the right questions, identify levers, and propose balanced compromises.
- Module 6 – Mega Revision Quiz Consolidate your knowledge with a final quiz that allows you to validate your skills while identifying areas for improvement.
Course highlights:
• 90-minute training
• Realistic simulator based on B2B cases
• Modules designed for high-level negotiators
• Approach aligned with current business challenges
• Ideal for complex, multi-year, or service-intensive offers
