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Sales Techniques and Negotiation
Business Studies Program
Grenoble, France
Dates: early Jan 2026 - late Apr 2026
Sales Techniques and Negotiation
OVERVIEW
CEA CAPA Partner Institution: Grenoble Ecole de Management
Location: French Alps: Grenoble, France
Primary Subject Area: Marketing
Instruction in: English
Transcript Source: Partner Institution
Course Details: Level 300
Recommended Semester Credits: 2.5
Contact Hours: 30
DESCRIPTION
This is a two part module; Sales Techniques and Negotiation. In the 15 hours covering Sales Techniques, after presenting the main concepts linked to selling, including interpersonal communication, the module will examine the methods associated with a traditional sales process in a B2B environment. Students will go through all the steps of the process with the final goal of closing a sales during a case project.
The Negotiation course is designed to introduce students to the fundamentals of negotiation. The main topics covered are:
- Introduction to negotiation theory
- Negotiation vocabulary and and key concepts
- Individual negotiation vs team negotiations
- Intercultural negotiation
The Negotiation course is designed to introduce students to the fundamentals of negotiation. The main topics covered are:
- Introduction to negotiation theory
- Negotiation vocabulary and and key concepts
- Individual negotiation vs team negotiations
- Intercultural negotiation