Description
The manager's personal ability to negotiate effectively is an essential factor of success for himself, his teams and his company. In negotiation, the divergence of interests arouses distrust, creates tensions, and even generates conflicts. Negotiators are then hampered in the search for negotiated solutions. These obstacles can be avoided and overcome when the negotiator mobilizes all his methodological and relational skills.
Who is this training for ?
For whom ?
Manager, senior manager and senior manager belonging to a management team who needs to strengthen their negotiation skills.
Prerequisites
None.
Training objectives
Training program
- Establish winning strategies
- Analyze the issues and power relationships.
- Distinguish expressed power, real power and perceived power.
- Build a strategy for 'allies' to anticipate resistance to change.
- Choose an integrative or distributive strategy.
- Preparing your negotiation: essential point for success
- Formulate a common objective.
- Distinguish positions and interests.
- Consider as many options as possible.
- Prepare fallback solutions.
- Define the roles in a multi-party negotiation.
- Establish a relationship favorable to constructive negotiation Know your relational style.
- Choose facilitating behaviors.
- Overcome your fears and maintain your flexibility.
- Conclude profitable deals
- Take into account the mandates, your own and those of your interlocutors.
- Direct the interlocutor's requests towards less costly or non-recurring concessions.
- Anticipate objections in the conclusion phase.
- Specify and lock in agreements.
- Evaluate stakeholder satisfaction.
- Avoiding major risks and pitfalls in negotiation
- Get out of the impasses of confrontation.
- Manage distrust between actors.
- Overcome face-to-face tensions.
