{"id":213759,"date":"2025-02-19T12:33:05","date_gmt":"2025-02-19T11:33:05","guid":{"rendered":"https:\/\/www.accedia.fr\/?page_id=213759"},"modified":"2025-03-27T14:26:48","modified_gmt":"2025-03-27T13:26:48","slug":"formation-negociation-commerciale","status":"publish","type":"page","link":"https:\/\/www.accedia.fr\/formations\/formation-negociation-commerciale\/","title":{"rendered":"Formation n\u00e9gociation commerciale &#8211; Convaincre et n\u00e9gocier"},"content":{"rendered":"\n[et_pb_section fb_built=\u00a0\u00bb1&Prime; _builder_version=\u00a0\u00bb4.27.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb background_color=\u00a0\u00bb#242424&Prime; custom_padding=\u00a0\u00bb0px||0px||true|\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_row _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_text _builder_version=\u00a0\u00bb4.27.4&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb text_font=\u00a0\u00bb||||||||\u00a0\u00bb text_text_color=\u00a0\u00bb#FFFFFF\u00a0\u00bb header_font=\u00a0\u00bb|600|||||||\u00a0\u00bb header_text_color=\u00a0\u00bb#FFFFFF\u00a0\u00bb custom_padding=\u00a0\u00bb||3px|||\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;]<h1>Formation n\u00e9gociation commerciale<\/h1>\n<p>Vos commerciaux, consultants, conseillers\u2026 ont du mal \u00e0 r\u00e9sister aux demandes d\u2019efforts exig\u00e9es par leurs interlocuteurs. Par cons\u00e9quent, les concessions sont surtout effectu\u00e9es par vos \u00e9quipes avec peu ou pas de contreparties. Le parcours \u00ab n\u00e9gociation commerciale \u00bb a \u00e9t\u00e9 pens\u00e9 comme une bo\u00eete \u00e0 outils, con\u00e7u \u00e0 partir des principales erreurs commises par les n\u00e9gociateurs et accorde une large place \u00e0 la phase de pr\u00e9paration, qui constitue le secret d\u2019une n\u00e9gociation r\u00e9ussie.<\/p>\n<p><span style=\"font-weight: 400;\">\u2605\u2605\u2605\u2605\u2605 | 4,7\/5 (Avis client) \u2013 1 483 stagiaires form\u00e9s en 2024<\/span><\/p>\n<p><span>1 jour | Pr\u00e9sentiel ou \u00e0 distance | Formation intra-entreprise sur mesure | Finan\u00e7able par l\u2019OPCO\u00a0<\/span><\/p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb custom_padding=\u00a0\u00bb0px||0px|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_row column_structure=\u00a0\u00bb1_2,1_2&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb1_2&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_code _builder_version=\u00a0\u00bb4.27.2&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"last\">Accueil<\/span><\/p><\/nav>[\/et_pb_code][et_pb_text _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb custom_padding=\u00a0\u00bb||0px|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<table border=\"1\" style=\"border-collapse: collapse; width: 100%;\">\n<tbody>\n<tr>\n<td style=\"width: 50%;\">\n<h2><span class=\"ez-toc-section\" id=\"Public\"><\/span>Public<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<\/td>\n<td style=\"width: 50%;\">\n<h2><span class=\"ez-toc-section\" id=\"Prerequis\"><\/span>Pr\u00e9requis<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"width: 50%;\">\n<ul>\n<li>Commerciaux<\/li>\n<li>Consultants<\/li>\n<li>Conseillers<\/li>\n<li>Responsables commerciaux<\/li>\n<\/ul>\n<\/td>\n<td style=\"width: 50%;\">\n<ul>\n<li>Aucun pr\u00e9requis n&rsquo;est n\u00e9cessaire pour suivre cette formation.<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb ul_text_color=\u00a0\u00bb#FFFFFF\u00a0\u00bb background_color=\u00a0\u00bb#97031e\u00a0\u00bb border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb border_width_all=\u00a0\u00bb30px\u00a0\u00bb border_color_all=\u00a0\u00bb#97031e\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"Objectifs_de_la_formation_a_la_negociation_commerciale\"><\/span><span style=\"color: #ffffff;\">Objectifs de la formation \u00e0 la n\u00e9gociation commerciale<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li><span style=\"color: #ffffff;\">Pr\u00e9parer rigoureusement vos n\u00e9gociations en fonction de l&rsquo;enjeu<\/span><\/li>\n<li><span style=\"color: #ffffff;\">D\u00e9fendre vos positions avec assertivit\u00e9 et persuasion<\/span><\/li>\n<li><span style=\"color: #ffffff;\">Obtenir des contreparties \u00e9quitables et avantageuses<\/span><\/li>\n<li><span style=\"color: #ffffff;\">Engager vos interlocuteurs dans une relation de confiance<\/span><\/li>\n<li><span style=\"color: #ffffff;\">N\u00e9gocier des devis et des contrats dans les meilleures conditions<\/span><\/li>\n<\/ul>\n<ul><\/ul>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"Parcours_de_la_formation\"><\/span>Parcours de la formation<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb text_font_size=\u00a0\u00bb22px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"01_%E2%80%93_Avant\"><\/span>01 &#8211; Avant<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][et_pb_accordion toggle_icon=\u00a0\u00bb&#x3b;||divi||400&Prime; _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_accordion_item title=\u00a0\u00bb1 &#8211; Webinaire\u00a0\u00bb open=\u00a0\u00bbon\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime;]<p>En amont de la formation, Acc\u00e9dia peut vous proposer la mise en place d\u2019un webinaire pour 4 \u00e0 40 personnes.<\/p>\n<p>Ce dispositif permet d\u2019aborder la partie th\u00e9orique \u00e0 distance et d\u2019ainsi optimiser le temps pour la pratique lors de la formation.<\/p>\n<p>Le webinaire comprend du contenu th\u00e9orique, des mises en situation sp\u00e9cifiques et de l\u2019interactivit\u00e9 (quiz, tableau blanc\u2026) via la technologie\u00a0Beekast.<\/p>\n<p>Selon vos besoins, il est possible d&rsquo;aborder lors du webinaire, les \u00ab\u00a0n\u00e9gociations du quotidien\u00a0\u00bb, il s&rsquo;agit de situations de n\u00e9gociation simples : savoir dire non (puis trouver un compromis), annoncer une d\u00e9cision difficile, faire respecter un engagement, etc.<\/p>[\/et_pb_accordion_item][et_pb_accordion_item title=\u00a0\u00bb2 &#8211; Module : la n\u00e9gociation du quotidien\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; open=\u00a0\u00bboff\u00a0\u00bb]<p><strong>Objectifs :<\/strong><\/p>\n<ul>\n<li>D\u00e9velopper un comportement positif et impactant<\/li>\n<li>Annoncer des refus ou des d\u00e9cisions difficiles de mani\u00e8re constructive<\/li>\n<li>Argumenter et justifier vos d\u00e9cisions avec clart\u00e9 et fermet\u00e9<\/li>\n<\/ul>\n<p><strong>Programme :<\/strong><\/p>\n<ul>\n<li>Adopter une posture assertive et positive<\/li>\n<li>Ma\u00eetriser les techniques d&rsquo;annonce, de refus et de prise de d\u00e9cision<\/li>\n<li>Communiquer efficacement les raisons de vos choix<\/li>\n<li>Choisir le bon timing pour parvenir \u00e0 une solution acceptable<\/li>\n<\/ul>[\/et_pb_accordion_item][\/et_pb_accordion][et_pb_text _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb text_font_size=\u00a0\u00bb22px\u00a0\u00bb custom_padding=\u00a0\u00bb||0px|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"02_%E2%80%93_Pendant_Programme_de_la_formation\"><\/span>02 &#8211; Pendant (Programme de la formation)<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][et_pb_accordion toggle_icon=\u00a0\u00bb&#x3b;||divi||400&Prime; _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_accordion_item title=\u00a0\u00bb1 &#8211; La pr\u00e9paration d\u2019une n\u00e9gociation\u00a0\u00bb open=\u00a0\u00bbon\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime;]<ul>\n<li>R\u00e9cup\u00e9rer les informations cl\u00e9s avant une n\u00e9gociation\n<ul>\n<li>Exemple : Historique, concurrence&#8230;<\/li>\n<\/ul>\n<\/li>\n<li>D\u00e9finir votre enjeu principal et vos objectifs secondaires<\/li>\n<li>Lister vos points forts et vos points faibles\n<ul>\n<li>Affiner vos arguments pour les rendre concrets<\/li>\n<li>\u00c9quilibrer le rapport de force<\/li>\n<\/ul>\n<\/li>\n<li>Pr\u00e9parer la grille des concessions contreparties\n<ul>\n<li>Distinguer les concessions gratuites, les concessions \u00e0 \u00e9changer et les concessions impossibles<\/li>\n<li>Construire une proposition \u00e0 tiroir en listant les contreparties possibles\u00a0<\/li>\n<li>Envisager le pire pour obtenir le meilleur<\/li>\n<\/ul>\n<\/li>\n<li>D\u00e9terminer votre strat\u00e9gie de n\u00e9gociation :\n<ul>\n<li>Hi\u00e9rarchiser vos concessions<\/li>\n<li>D\u00e9finir l\u2019ordre de la n\u00e9gociation<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><em>Pr\u00e9paration sur la base d\u2019une n\u00e9gociation r\u00e9elle.<br \/><\/em><em>Tous les participants (2 vs 2) effectuent le premier training cam\u00e9ra (M\u00e9thode Practice\u00ae).<\/em><\/p>[\/et_pb_accordion_item][et_pb_accordion_item title=\u00a0\u00bb2 &#8211; Les techniques de n\u00e9gociation\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; open=\u00a0\u00bboff\u00a0\u00bb]<ul>\n<li>Pr\u00e9senter efficacement votre position\n<ul>\n<li>Pas d\u2019auto-n\u00e9gociation (c\u2019est au client d\u2019ouvrir la n\u00e9gociation).<\/li>\n<\/ul>\n<\/li>\n<li>Faire parler son interlocuteur\n<ul>\n<li>Pas de n\u00e9gociation \u00e0 l\u2019aveugle<\/li>\n<li>Les questions \u00e0 privil\u00e9gier et la gestion des silences<\/li>\n<\/ul>\n<\/li>\n<li>R\u00e9sister en \u00ab refusant \u00bb de modifier vos conditions dans un premier temps\n<ul>\n<li>Un argument co\u00fbte moins cher qu\u2019une concession<\/li>\n<li>\u00c9loge de la lenteur<\/li>\n<\/ul>\n<\/li>\n<li>R\u00e9ussir \u00e0 valoriser toute concession envisag\u00e9e\n<ul>\n<li>Toute modification doit \u00eatre per\u00e7ue comme un effort<\/li>\n<\/ul>\n<\/li>\n<li>Pour chaque concession importante, exiger une contrepartie de m\u00eame valeur\n<ul>\n<li>Quand et comment demander une contrepartie<\/li>\n<\/ul>\n<\/li>\n<li>Verrouiller son client pour l\u2019amener vers la conclusion<\/li>\n<li>Ma\u00eetriser son image lors des moments cl\u00e9s<\/li>\n<li>Comment sortir des situations difficiles\n<ul>\n<li>Blocage et rupture<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><em>Chaque participant effectue 2 trainings M\u00e9thode Practice\u00ae.<br \/><\/em><em>Utilisation de la check-list de pr\u00e9paration aux n\u00e9gociations.<\/em><\/p>\n<p><em><a href=\"https:\/\/www.accedia.fr\/cas-de-negociation-commerciale-cas-1\/\" target=\"_blank\" rel=\"noopener\">D\u00e9couvrez un exemple de cas\u00a0M\u00e9thode Practice\u00ae\u00a0:\u00a0N\u00e9gociation commerciale<\/a><\/em><\/p>[\/et_pb_accordion_item][\/et_pb_accordion][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb text_font_size=\u00a0\u00bb22px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"03_%E2%80%93_Apres\"><\/span>03 &#8211; Apr\u00e8s<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][et_pb_accordion toggle_icon=\u00a0\u00bb&#x3b;||divi||400&Prime; _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_accordion_item title=\u00a0\u00bb1 &#8211; Coaching en n\u00e9gociation\u00a0\u00bb open=\u00a0\u00bbon\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime;]<ul>\n<li>B\u00e9n\u00e9ficier d&rsquo;un entra\u00eenement intensif et personnalis\u00e9 avant une n\u00e9gociation importante<\/li>\n<li>Pr\u00e9parer minutieusement une n\u00e9gociation r\u00e9elle en situation r\u00e9elle<\/li>\n<li>Identifier vos points forts et vos axes d&rsquo;am\u00e9lioration<\/li>\n<li>D\u00e9velopper votre confiance en soi et votre aisance face aux enjeux<\/li>\n<\/ul>[\/et_pb_accordion_item][et_pb_accordion_item title=\u00a0\u00bb2 &#8211; Positionnement en relais des managers\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; open=\u00a0\u00bboff\u00a0\u00bb]<p>Sans un bon entra\u00eeneur, pas de bons r\u00e9sultats. Les managers, relais \u00e0 moyen et \u00e0 long terme de la formation doivent prendre une place centrale dans le dispositif de suivi. Une intervention est organis\u00e9e pour restituer aux managers le contenu et les axes d\u2019am\u00e9lioration observ\u00e9s sur leurs \u00e9quipes. Par cons\u00e9quent, des ateliers de travail, des travaux d\u2019application et des outils de suivi sont mis en place pour aider les managers dans leur accompagnement des \u00e9quipes.<\/p>[\/et_pb_accordion_item][\/et_pb_accordion][et_pb_text _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"Modalites_pedagogiques_et_outils_mis_a_disposition\"><\/span>Modalit\u00e9s p\u00e9dagogiques et outils mis \u00e0 disposition<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>Trainings film\u00e9s en bin\u00f4me selon la m\u00e9thode Practice\u00ae pour mettre en pratique les techniques apprises<\/li>\n<li>Utilisation d&rsquo;une check-list pour une pr\u00e9paration optimale des n\u00e9gociations<\/li>\n<li>Analyse d&rsquo;un cas concret de n\u00e9gociation commerciale<br \/>\n<ul>\n<li><a href=\"https:\/\/www.accedia.fr\/cas-de-negociation-commerciale-cas-2\/\">Exemple pratique de n\u00e9gociation commerciale\u00a0<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/cas-de-negociation-commerciale-cas-1\/\">Cas pratique de n\u00e9gociation commerciale<\/a><\/li>\n<\/ul>\n<\/li>\n<li>\u00c9valuation individuelle et d\u00e9briefing par un formateur exp\u00e9riment\u00e9<\/li>\n<\/ul>\n<ul><\/ul>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.26.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"Modalites_logistiques\"><\/span>Modalit\u00e9s logistiques<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>Formation intra-entreprise, 4 \u00e0 40 stagiaires, en pr\u00e9sentiel, distance ou mixte<\/li>\n<li>Date et lieu \u00e0 d\u00e9finir<\/li>\n<li>Situation de handicap : Merci de nous contacter<\/li>\n<li>Indicateur de r\u00e9sultats : Merci de nous contacter<\/li>\n<li>D\u00e9lai d&rsquo;acc\u00e8s : 1 mois<\/li>\n<li>Tarif sur-mesure : Merci de nous contacter<\/li>\n<li>Moyens d\u2019encadrement : formateur avec un minimum de 15 ans d\u2019exp\u00e9rience dans des fonctions commerciales et 10 ans d\u2019exp\u00e9rience dans l\u2019animation de formations.<\/li>\n<\/ul>\n<ul><\/ul>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb custom_padding=\u00a0\u00bb||0px|||\u00a0\u00bb border_radii=\u00a0\u00bbon|10px|10px|10px|10px\u00a0\u00bb border_color_all=\u00a0\u00bb#B3B3B3&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2><span class=\"ez-toc-section\" id=\"Financement_de_la_formation\"><\/span>Financement de la formation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Notre formation \u00e0 la n\u00e9gociation commerciale est \u00e9ligible au financement par les Op\u00e9rateurs de Comp\u00e9tences (OPCO), des organismes agr\u00e9\u00e9s par l\u2019\u00c9tat pour soutenir financi\u00e8rement les employeurs dans le cadre des formations professionnelles, en fonction de leur \u00e9ligibilit\u00e9.<\/p>\n<p>Chaque entreprise est rattach\u00e9e \u00e0 un OPCO en fonction de son secteur d\u2019activit\u00e9. Avant le d\u00e9marrage de la formation, Acc\u00e9dia simplifie vos d\u00e9marches avec votre OPCO et effectue une simulation financi\u00e8re.<\/p>[\/et_pb_text][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_2&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_contact_form email=\u00a0\u00bbtlaury@accedia.fr\u00a0\u00bb custom_message=\u00a0\u00bbVous avez re\u00e7u une demande de la part de %%name%% depuis le site Acc\u00e9dia :||et_pb_line_break_holder||||et_pb_line_break_holder||Type de formation : formation \u00e0 la n\u00e9gociation commerciale||et_pb_line_break_holder||Adresse email : %%email%%||et_pb_line_break_holder||Message : %%message%%||et_pb_line_break_holder||T\u00e9l\u00e9phone : %%telephone%%\u00a0\u00bb success_message=\u00a0\u00bbVotre demande a bien \u00e9t\u00e9 prise en compte. 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_module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][\/et_pb_contact_field][et_pb_contact_field field_id=\u00a0\u00bbMessage\u00a0\u00bb field_title=\u00a0\u00bbMessage\u00a0\u00bb field_type=\u00a0\u00bbtext\u00a0\u00bb fullwidth_field=\u00a0\u00bbon\u00a0\u00bb _builder_version=\u00a0\u00bb4.16&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb button_text_size__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_text_size__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_text_size__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_text_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_text_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_text_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_border_width__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_border_width__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_border_width__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_border_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_border_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_border_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_border_radius__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_border_radius__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_border_radius__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_letter_spacing__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_letter_spacing__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_letter_spacing__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_bg_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_one_bg_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb button_two_bg_color__hover_enabled=\u00a0\u00bboff\u00a0\u00bb][\/et_pb_contact_field][\/et_pb_contact_form][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_text _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Vos_questions_frequentes_sur_notre_formation_de_negociation_commerciale\"><\/span>Vos questions fr\u00e9quentes sur notre formation de n\u00e9gociation commerciale<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][et_pb_accordion toggle_icon=\u00a0\u00bb&#x3b;||divi||400&Prime; _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_accordion_item title=\u00a0\u00bbComment r\u00e9ussir une n\u00e9gociation  ?\u00a0\u00bb open=\u00a0\u00bbon\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime;]<p>Tout d&rsquo;abord, il est n\u00e9cessaire de r\u00e9ussir la pr\u00e9paration, elle repr\u00e9sente 50% de la r\u00e9ussite. Une dizaine de points\u00a0doivent \u00eatre abord\u00e9s lors de la phase pr\u00e9paratoire. Ensuite lorsque la n\u00e9gociation d\u00e9marre, des r\u00e9flexes cl\u00e9s sont \u00e0 appliquer pour r\u00e9ussir votre n\u00e9gociation \u00a0: r\u00e9sister, valoriser, \u00e9changer&#8230;<\/p>[\/et_pb_accordion_item][et_pb_accordion_item title=\u00a0\u00bbComment g\u00e9rer les objections lors d&rsquo;une n\u00e9gociation commerciale ?\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; open=\u00a0\u00bboff\u00a0\u00bb]<p>Une majorit\u00e9 des objections \u00e9mises\u00a0par vos interlocuteurs pendant la n\u00e9gociation peuvent s&rsquo;anticiper. Elles peuvent \u00eatre consid\u00e9r\u00e9es comme vos points faibles mais seront les points forts de l&rsquo;autre. Pour ne pas \u00eatre d\u00e9stabilis\u00e9s lors de la n\u00e9gociation, prenez le temps de pr\u00e9parer votre r\u00e9ponse, celle-ci doit \u00eatre concr\u00e8te : des faits, des preuves et des exemples.<\/p>[\/et_pb_accordion_item][et_pb_accordion_item title=\u00a0\u00bbComment conclure efficacement une n\u00e9gociation commerciale ?\u00a0\u00bb _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb toggle_level=\u00a0\u00bbh3&Prime; open=\u00a0\u00bboff\u00a0\u00bb]<p>Le closing ne se d\u00e9cr\u00e8te pas en fin de rendez-vous, il se pr\u00e9pare tout le long de la n\u00e9gociation en verrouillant tous les accords interm\u00e9diaires et en v\u00e9rifiant avant la conclusion que votre interlocuteur est pr\u00eat \u00e0 s&rsquo;engager. Pour finir, partez du principe qu&rsquo;une r\u00e9ponse claire doit vous\u00a0\u00eatre formul\u00e9e, le fameux \u00ab\u00a0je vais r\u00e9fl\u00e9chir\u00a0\u00bb n&rsquo;est pas une conclusion.<\/p>[\/et_pb_accordion_item][\/et_pb_accordion][et_pb_text _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Ces_formations_pourraient_aussi_vous_interesser\"><\/span>Ces formations pourraient aussi vous int\u00e9resser<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>&nbsp;<\/p>\n<ul>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/coaching-negociation\/\">Coaching en n\u00e9gociation<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-sociale\/\">Formation \u00e0 la n\u00e9gociation sociale<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-telephonique\/\">Formation \u00e0 la n\u00e9gociation t\u00e9l\u00e9phonique (n\u00e9gociation \u00e0 distance)<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-commerciale-expert\/\">Formation \u00e0 la n\u00e9gociation commerciale niveau expert<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-services-achats\/\">Formation \u00e0 la n\u00e9gociation avec les services achats<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-methode-disc\/\">Formation avec la m\u00e9thode DISC<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-closing\/\">Formation au closing<\/a><\/li>\n<\/ul>[\/et_pb_text][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Temoignages_de_nos_clients\"><\/span>T\u00e9moignages de nos clients<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=\u00a0\u00bb1_3,1_3,1_3&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb1_3&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_testimonial author=\u00a0\u00bbH\u00e9l\u00e8ne CESTARI\u00a0\u00bb job_title=\u00a0\u00bbTraining manager\u00a0\u00bb company_name=\u00a0\u00bbPublicis Media\u00a0\u00bb portrait_url=\u00a0\u00bbhttps:\/\/www.accedia.fr\/wp-content\/uploads\/2018\/10\/logos-media-300&#215;150.png\u00a0\u00bb _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb body_font=\u00a0\u00bb||||||||\u00a0\u00bb border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\"><span><span style=\"font-weight: 400;\">\u2605\u2605\u2605\u2605\u2605<\/span><\/span><\/p>\n<p><span>Les formations sont toujours concr\u00e8tes, car travaill\u00e9es en amont \u00e0 partir des cas business avec les managers : les participants s\u2019entra\u00eenent sur leurs probl\u00e9matiques op\u00e9rationnelles, rendant la formation tr\u00e8s efficace et rapide \u00e0 mettre en application.<\/span><\/p>[\/et_pb_testimonial][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_3&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_testimonial author=\u00a0\u00bbIsabelle Domenech\u00a0\u00bb job_title=\u00a0\u00bbResponsable de d\u00e9veloppement et comp\u00e9tences\u00a0\u00bb company_name=\u00a0\u00bbGMF\u00a0\u00bb portrait_url=\u00a0\u00bbhttps:\/\/www.accedia.fr\/wp-content\/uploads\/2018\/10\/GMF_logo.svg_-300&#215;300.png\u00a0\u00bb _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">\u2605\u2605\u2605\u2605\u2605<\/span><\/p>\n<p>Nous confions l\u2019ensemble de nos formations \u00e0 la n\u00e9gociation au cabinet Acc\u00e9dia depuis 2008. Une telle long\u00e9vit\u00e9 s\u2019explique par la qualit\u00e9 des modules, mais surtout par les excellents retours des participants. Merci Acc\u00e9dia.<\/p>[\/et_pb_testimonial][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_3&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_testimonial author=\u00a0\u00bbJosiane M\u00e9tois\u00a0\u00bb job_title=\u00a0\u00bbResponsable Inspection Corporelle\u00a0\u00bb company_name=\u00a0\u00bbMAAF\u00a0\u00bb portrait_url=\u00a0\u00bbhttps:\/\/www.accedia.fr\/wp-content\/uploads\/2018\/10\/indexkjlkhli.jpg\u00a0\u00bb _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb border_radii=\u00a0\u00bbon|20px|20px|20px|20px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\"><span style=\"font-weight: 400;\">\u2605\u2605\u2605\u2605\u2606<\/span><\/p>\n<p>Tal Laury nous accompagne depuis des ann\u00e9es ; gr\u00e2ce \u00e0 une bonne connaissance de nos m\u00e9tiers, il met les stagiaires en situation proche de leur r\u00e9alit\u00e9 quotidienne et propose des conseils qui sont pertinents et constructifs.<\/p>[\/et_pb_testimonial][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_text _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Les_avantages_dAccedia\"><\/span>Les avantages d&rsquo;Acc\u00e9dia<span class=\"ez-toc-section-end\"><\/span><\/h2>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=\u00a0\u00bb1_4,1_4,1_4,1_4&Prime; _builder_version=\u00a0\u00bb4.26.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb width=\u00a0\u00bb100%\u00a0\u00bb module_alignment=\u00a0\u00bbcenter\u00a0\u00bb custom_margin=\u00a0\u00bb|auto||682px||\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb1_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_icon font_icon=\u00a0\u00bb&#xf0c0;||fa||900&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][\/et_pb_icon][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\">+ de 1000 stagiaires form\u00e9s chaque ann\u00e9e<\/p>[\/et_pb_text][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_icon font_icon=\u00a0\u00bb&#xf5bf;||fa||900&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][\/et_pb_icon][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\">Un certificat de r\u00e9alisation vous est remis<\/p>[\/et_pb_text][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_icon font_icon=\u00a0\u00bb&#xf508;||fa||900&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][\/et_pb_icon][et_pb_text _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\">Des formateurs qualifi\u00e9s et reconnus<\/p>[\/et_pb_text][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_4&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_icon font_icon=\u00a0\u00bb&#xe06a;||divi||400&Prime; _builder_version=\u00a0\u00bb4.23.1&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][\/et_pb_icon][et_pb_text _builder_version=\u00a0\u00bb4.25.0&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: center;\">98% des stagiaires satisfaits<\/p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]\n","protected":false},"excerpt":{"rendered":"<p>Formation n\u00e9gociation commerciale Vos commerciaux, consultants, conseillers\u2026 ont du mal \u00e0 r\u00e9sister aux demandes d\u2019efforts exig\u00e9es par leurs interlocuteurs. Par cons\u00e9quent, les concessions sont surtout effectu\u00e9es par vos \u00e9quipes avec peu ou pas de contreparties. Le parcours \u00ab n\u00e9gociation commerciale \u00bb a \u00e9t\u00e9 pens\u00e9 comme une bo\u00eete \u00e0 outils, con\u00e7u \u00e0 partir des principales erreurs [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":213671,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"class_list":["post-213759","page","type-page","status-publish","hentry"],"rankMath":{"parentDomain":"www.accedia.fr","noFollowDomains":[],"noFollowExcludeDomains":[],"noFollowExternalLinks":false,"featuredImageNotice":"L\u2019image en vedette devrait \u00eatre au moins 200 par 200 pixels pour \u00eatre utilis\u00e9 par Facebook et d\u2019autres sites de m\u00e9dias 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