OUR ACADEMIC DEPARTEMENTS |
Lesson details
Négotiation | |||
2023-2024 | EnFaculté de Gestion, Economie & Sciences Masters
(
FGES MASTERS
)
| ||
Class code : | 2324-RIZOMM-MKT-FR-5001 |
Level | Year | Period | Language of instruction |
---|---|---|---|
S3 | EnFrench |
Academic responsibility | Eric HEULARD |
---|---|
Lecturer(s) | - |
- This class exists in these courses :
- Faculté de Gestion, Economie & Sciences - Masters - Master 2 Management des Banques et Institutions Financières - S3 - 2 ECTS
Prerequisites
None
Learning outcomes
Conduct a sales meeting and make appointments : a review BIF and trainings on specific cases
To negotiate is to resist: method to increase efficiency in any negotiation
Course description
Part 1: technical sales and communication
making appointments by phone
• Review of concepts and trainings on specific cases
Part 2: how conduct a negotiation interview
• The state of mind for approaching negotiation
• Large differences between sales and trading
• Key steps to successful negotiation
• How to perform each step of the process
• How to manage difficult situations
Class type
Class structure
Teaching methods
Assessment
Contrôle continu : coeff. 1
Recommended reading
Xavier Selliez-Vandernotte, "et avec ceci, ça sera tout ? ",
* This information is non-binding and can be subject to change