Negotiation techniques for international business

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