The seminar covers the fundamentals of negotiation and is aimed at anyone who negotiates with internal or external partners at their place of work.
The three days follow the entire negotiation process, supplemented by case studies and simulations. Each day deals with typical and diverse negotiation situations. Theoretical presentations of methods and models frame the particularly lively and interactive teaching style of the course.
The training focuses on maintaining efficient professional relationships that are open to collaborative and reciprocal development. Two aspects in particular: investing in people at the heart of business, and creating an ethical framework that includes the pillars of sustainable development and CSR.
Day 1 • Preparing well for negotiations
Preparation begins with contextual research to broaden your knowledge of your partners and understand what is important to them. Clarifying the goal to be achieved, planning the process, the legal and functional framework, and the rules of the game are all part of this preparation.
Day 2 • Proposing and arguing the added value for the parties
Negotiators justify their proposals with historical context, facts, figures, and conditions. The aim is to clarify the path toward a common and informed understanding of the data, interests, risks, and gains. It is important to understand each party’s needs and to compare the expected efforts and results with other objective examples. Each party positions itself within a field of action to ensure collaboration and autonomy in agreed actions.
Day 3 • At the heart of the negotiation
Aware of the convergences and divergences in each party’s positions, interests, and needs, incompatibilities may arise, making the negotiation difficult and the atmosphere tense. To avoid falling into conflict, it is necessary to consider steps forward, backward, and sideways.
If the deal is desirable and the relationship is intended to be long-term, it is worth seeking compromise. This is the bargaining phase, which oscillates between distributive negotiation and integrative negotiation.
Methods
Assessment
Prerequisites: None
Target audience: Anyone who is required to negotiate professionally, whether buying or selling, internally within the organization or with external partners.
People with disabilities who wish to take this training course are invited to contact us directly so that we can discuss the possibilities for taking the course together.
3 days (21 hours)
By demand
Individual price : EUR 1,390 net de TVA /pers. Corporate price : by demand (4-10 pers.)
Attestation