Communication
Effective negotiations begin before the first offer. Develop a clear preparation process, communicate your interests and work towards agreements that can be implemented. OSAM combines purchasing, sales and difficult conversations with realistic practice for Swiss workplaces. Your objectives, experience and actual negotiation responsibilities shape the learning pathway.
Request informationYOUR PROGRAMME AT A GLANCE
For individuals & organisationsWe agree a start that fits your professional and personal commitments.
OSAM certificates: according to your starting level and learning goals. Company group programmes are usually planned in days or half-days.
Synchronous teaching. Both formats include the OSAM platform for course materials and organisational information.
From an eduQua-certified institution.
An individual quotation confirms the programme, delivery format and applicable fees.
Highly personalised teaching with experienced practitioners working at a high professional level.
FROM KNOWLEDGE TO CAPABILITY
For purchasing and sales professionals, managers, HR teams, business owners and anyone responsible for agreeing terms, responsibilities or working arrangements. Cases are adapted to your sector and experience; legal training is not a prerequisite.
YOUR LEARNING JOURNEY
These modules form the core programme. Where useful, we refine the emphasis, examples and learning activities to reflect your professional context, starting point and objectives.
Map stakeholders, interests and decision-making authority. Turn target outcomes, minimum conditions and alternatives into a practical negotiation plan. Test assumptions, identify comparable evidence and decide when a pause, internal consultation or withdrawal would be the appropriate next step.
Consider price alongside quality, delivery reliability, payment terms and risk. Develop alternative packages for a purchasing case and link concessions to reciprocal commitments. Comparing total costs helps you avoid accepting a short-term discount that creates a larger operational disadvantage.
Identify the customer's decision criteria and connect the value of an offer to specific requirements. Explore objections before answering them. Practise explaining benefits, defending commercial conditions and agreeing a clear next action without applying misleading or inappropriate pressure.
Separate observations from judgements, listen actively and acknowledge tensions without personal attacks. Exercises address entrenched positions, interruptions and unclear expectations. Determine which issues can be negotiated directly and when another responsible person should take part in the discussion.
Structure your contribution and use voice, pace and pauses deliberately. Interpret behaviour in context: an isolated gesture is not a reliable lie detector. Feedback helps you assess the effect of your communication without relying on stereotypes about the other party.
Complete a simulation from preparation to a written outcome summary. Check responsibilities, deadlines and outstanding conditions. Review the reasoning behind your decisions, identify one change to practise and create a concise checklist for your next real negotiation.
THE PEOPLE BEHIND YOUR PROGRESS
Educational direction, subject expertise and adult learning support. Your final trainer assignment is confirmed in your proposal.
DIRECTOR’S PERSPECTIVE
Managing Director
Simon Pawolleck provides OSAM’s overall direction. The focus is on relevant skills, a clear learning structure and personal support that connects professional ambitions with practical progress.
EXPERT’S PERSPECTIVE
Programme Director · Sales
Anthony Béal is presented as a relevant expert from the OSAM network. The course trainer will be confirmed for your programme. Subject expertise supports practical cases, focused feedback and applications related to your working context.
ADULT LEARNING & ANDRAGOGY
Head of Adult Learning
Federal Diploma of Higher Education in Adult Education
Sandrine Mélé oversees the adult learning approach: coherent progression, active participation and learning methods that take account of prior experience. She supports a structured, practical and human approach to developing competence.
Active at a high professional level, selected against demanding criteria.
Developing the skills of their employees with OSAM.
An experience centred on the people who learn with us.
Personal career goals. Shared organisational priorities.
SERI / SEFRIeduQua-certified institution. Federal qualifications listed by SERI in selected pathways.
TRUST, BUILT THROUGH EXPERIENCE
From ambitious individuals to established organisations. Discover some of the companies that work with OSAM.
LEARNERS’ VOICES
OSAM Google review rating
As displayed on the OSAM website, 4 November 2026.View Google reviews“Patient teaching and very engaging lessons.”
“Excellent quality and personalised practical scenarios.”
GOOD TO KNOW
For purchasing and sales professionals, managers, HR teams, business owners and anyone responsible for agreeing terms, responsibilities or working arrangements. Cases are adapted to your sector and experience; legal training is not a prerequisite. The programme is available to private individuals and organisations, including company teams. OSAM welcomes learners living or working in Switzerland as well as international participants joining live online.
OSAM is an eduQua-certified continuing education institution. An OSAM certificate documents the learning agreed for your programme; eduQua is a quality label for the institution, not federal recognition of every individual course.
OSAM’s work connects individual professional development with the needs of companies in Switzerland and internationally. Client references and learner reviews below offer a practical view of that work.
You develop skills you can apply in real situations, with guidance from experienced practitioners and access to learning materials on the OSAM platform. The programme focuses on these outcomes:
Yes. We start with the established programme and refine the emphasis, practical cases and learning support where useful. Adjustments take account of the individual or company’s professional context, existing skills and goals. The agreed programme is confirmed before enrolment; federal examination requirements remain binding where applicable.
For the OSAM certificate, contact us to review your current level, prior experience and objectives. We will confirm the appropriate entry requirements and any recommended preparation.
Yes. An anonymised account of the objectives, roles and constraints can become a practice case. Share confidential business material only where necessary and agreed in advance.
Yes. It can address responsibilities, working arrangements, collaboration and internal resources. The emphasis is agreed with you before the programme begins.
OSAM assesses your requirements and provides an individual proposal for in-person or live online learning. The proposal specifies the scope, timetable and any agreed assessment.
YOUR CAREER, IN PERSPECTIVE
Depending on your experience and qualifications, this subject can support development in the following professional directions.
Explore Swiss salaries on SalariostatYOUR NEXT STEP
Tell us where you want to go. Together, we will define the learning journey that gets you there.
info@osam-academy.com+41 31 528 01 28