- Audience / Learning Objectives
- Practical informations
- Approximately 12 participants
- Managers and executives of the private and public sectors
- Master the entire negotiation process, from the preparation of discussions to the conclusion of an agreement
- Learn how to reach win-win agreements, maximizing the value created at the negotiation table
- Acquire the communication techniques allowing to overcome deadlock situations and build reliable and sustainable partnerships
Negotiating is part of everyday life in corporate environments, between businesses, within departments, or even at the top of the government. What are the techniques for conducting a good negotiation in a reasoned and constructive manner?
This training program provides you with very practical tools that you can use in any kind of negotiation: what to say, when to say it, why to say it, and what impact it has on your counterparty.
Day 1. Acquire the techniques of a reasoned negotiation
Define negotiation situations
- When should negotiation be used? To move from competition to cooperation, identify the negotiators, partners and adversaries
Overcome initial positions
- Researching motivations is a prerequisite to any negotiation in order to reach a win-win agreement. Practice with a cooperation game between two teams. Learn how to create value (expand the pie) and how to distribute it
Prepare a negotiation strategy
- Determine the real objectives of the negotiation and avoid short-term traps. How to assess a negotiator’s resources? Learn how to discern the balance of power, room for maneuver, alternatives, information, reputation...
Practice negotiation techniques
- Through a simulation exercise, carry out a bilateral negotiation, inspired by a salary negotiation
Day 2. Conduct the negotiation
Master interpersonal skills, tactics and argumentation
- Successful negotiation requires creating a favorable climate, adapting to the situation and to the counterparties, identifying their motivations... You must use concessions, identify and overcome deadlock situations, and thwart opposing tactics. How to identify the right arguments, overcome resistance and convince your counterparties?
Conduct a negotiation
- During a simulation exercise, carry out a distributive negotiation, focusing on quantitative issues (negotiate a price and a deadline)
Close the negotiation
- At what point should the negotiation be concluded? Correctly evaluate the agreement reached, in order to close the meeting. As a conclusion, discover the ten principles of a good negotiator
- Practical exercises adapted to your business needs
- There is no pre-requisite for this course.