OBUS 3140 - Introduction to Sales and Negotiations
OBUS 3140 · Semestre de printemps 2025-2026
- Langue d'enseignement
- English
- Nombre d'heures
- 12
- Crédits
- 2
Informations
Descriptif
Your ability to convince and negotiate are key skills that will shape your career. Designed for future entrepreneurs and business leaders, this interactive course will introduce you to essential sales and negotiation techniques. The first part of the course will focus on sales notions including go-to-market strategies, sales funnel and key metrics. In the second part of the course, you will learn to analyze the leverages at play during a negotiation, obtain critical information, increase the size of the pie, boost your credibility, spot a bluff… Each time, we will use concrete examples to bring these concepts to life (e.g. winning your first client, incentivizing a key employee, selling your business, dealing with an adversary).
Pré-requis
Level of study : Master. Level of English : B2.
Format pédagogique
6 sessions of 2h.
Mode de validation
Pass or fail.
Lectures
Lectures principales 1
-
Getting to Yes, Negotiating Agreement Without Giving In, Roger Fisher and William L. Ury
Lectures secondaires 5
-
Influence: The Psychology of Persuasion, Robert Cialdini
-
Never Split the Difference, Chris Voss
-
Smart Negotiating: Making Good Deals in the Real World,James C. Freund
-
Thinking Fast and Slow, Daniel Kahneman
-
Thinking Strategically: The Competitive Edge in Business, Politics and Everyday Life, A. Dixit and B. Nalebuff
Unités pédagogiques
| N° d'UP | Type d'UP | Unités pédagogiques | Enseignants | Nombre d'heures | Crédits |
|---|---|---|---|---|---|
| 56244 | Cours magistral | Introduction to Sales and Negotiations | Catherine MAITRIER | 12 | 2 |
Enseignants
- Catherine MAITRIER
Dans les maquettes
- Centre pour l'entrepreneuriat - Semestre de printemps 2025-2026CENTRE POUR L'ENTREPRENEURIAT
Contacts et ressources
- Contact pédagogique
- RAMIGADU Jennyfer