NEGOTIATION SKILLS FOR EXECUTIVES

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Presentation

Negotiation is not the end goal: it serves as a training ground for transforming a leader’s mindset. The focus is on clarity,accountability, ethical influence, cooperation, and the ability to make decisions under pressure.

Programme

Please see the detailed information by downloading the Pedagogical programme

Objectives

By the end of the training, participants will be able to:

Identify the visible and invisible challenges in executive-level negotiations.
Map out the stakeholders, interests, alternatives, areas of potential agreement, and breaking points.
Manage their approach under pressure: emotions, ego, power dynamics, and pace.
Navigate difficult negotiations by balancing results, relationships, and ethical consistency.
Use active listening, questioning, rephrasing, Nonviolent Communication (NVC)/ Objective-Subjective-Behavioral-Determinant (OSBD), and acknowledgments to defuse tensions and aggression.
Develop value-creating options and secure a lasting agreement.

Methods and Evaluations

Modalities:

Recommended group size: 8 to 12 participants.
Alternating between short presentations, games, role-playing exercises, and collective intelligence.
Roles: negotiator, advisor, observer.
Debriefs focused on facts, behavior, relationships, emotions, and the quality of the conclusion.

Evaluations:

Before: self-assessment questionnaire.

During: observation of simulations and peer/instructor feedback.

End: self-evaluation, knowledge questionnaire, action plan.

After: opportunity to provide feedback on practical application.

Public and Prerequisites

Target audience:

Executives, entrepreneurs, and managers of managers who are involved in sensitive, multi-stakeholder, or cross-cultural negotiations.

Prerequisites:

There are no technical prerequisites. Ideally, each participant should come with a real-life negotiation—whether past, present, or future—to help apply what they learn to their practice.

Access for people with disabilities

People with disabilities who are interested in taking this course are invited to contact us directly so that we can work together to explore the options for participating in the course.

Duration

2 days (14 hours)

Dates

On demand

Price

Individual price : EUR 1980 net de TVA par pers. Corporate price: on demand (4-12 pers.)

Training certification

Attestation