Description

This course is aimed at all those who wish to develop the relational dimension in negotiations and better understand their personal style. It will allow them to analyze the balance of power present and the functioning of their interlocutor with a view to adapting their behavior and their argument.

Who is this training for ?

For whom ?

All those who wish to develop their negotiating potential.

Prerequisites

None.

Training objectives

Learn to position yourself in a negotiation situation Communicate and gain the upper hand over your interlocutor Build a scenario to achieve your objectives Arguing to influence the negotiation Locate the moments and signs to conclude

Training program

• Identify the negotiation issues
  • Learn to position yourself in all situations.
  • Become a true negotiator.
  • Identify the differences between selling, negotiating and resolving a conflict.
  • Use the different types of negotiation.
• Master the psychology of negotiation
  • Deal with destabilization attempts.
  • Know bargaining techniques.
  • Master psychological transactions.
  • Use non-verbal and key attitudes.
  • Scenario Communicate and gain the upper hand over your interlocutor.
• Know how to analyze power relations
  • Variables and the field of negotiation.
  • What is the basis of power relationships? Example of a power balance analysis grid.
  • Collective reflection Exchange and feedback on the balance of power during a negotiation.
• Know how to build your strategy
  • The choice of a strategy: win-win, give-and-take, conciliation, confrontation or avoidance.
  • The rule of three objectives.
  • Always know how to keep an alternative.
  • Proactivity and anticipation.
  • Practical work Construction of a scenario to achieve objectives.
• Prepare to negotiate
  • Build a checklist of questions to ask yourself.
  • Test your personal negotiation style.
  • Practical work Preparation and validation of a memo negotiation.
• Identify the negotiator’s mission
  • Manage the actors in the negotiation.
  • Use socio-dynamics.
  • Practice horizontal and vertical negotiation.
  • Practical work rnIdentification of vectors and actors in its direct environment.
• Knowing how to argue to influence the negotiation
  • Know your differentiating points.
  • Structure your argument.
  • Use the emotional register.
  • Feedback.
  • Recognize and respond to the objections of your interlocutor.
  • Scenarios Filmed scenarios and debriefing on the argumentation during a negotiation.
• Know how to conclude a negotiation effectively
  • Locate the moments and signs to conclude.
  • Obtain the agreement, its follow-up and possible renegotiation.
  • After: "reread" the negotiation and take stock.
  • Scenario Role plays and filmed scenarios.
  • Debriefing on the conclusion of a negotiation.