Description

Develop a strategic approach to negotiation. Optimize the result in a complex environment. Prepare effectively for team negotiations. Learn to confront divergent points of view while remaining constructive and to progress in emotional maturity in difficult situations.

Who is this training for ?

For whom ?

Anyone wishing to develop their know-how in negotiation, working in hierarchical, commercial or transversal relationships.

Prerequisites

None.

Training objectives

Understanding trading strategies Practice the practice of team negotiation Handle objections constructively Enter an educational objective here

Training program

• Distinguish the two trading strategies
  • Understand the two negotiation strategies.
  • Master the different levers and identify the risks.
  • Target the choice criteria.
  • Identify courses of action to manage delicate situations Practical work Concrete cases.
  • Determine the most suitable strategy based on different examples.
• Implement the direct strategy
  • The implementation framework.
  • Associated behaviors.
  • Practical work Filmed scenarios (the same situation will be played twice to illustrate both strategies).
  • Practice the engagement strategy.
• Implement the indirect strategy
  • The implementation framework.
  • Associated behaviors.
  • Practical work Filmed scenarios.
  • S' train in the practice of the control strategy.
• Negotiate as a team
  • The specificities of team negotiation.
  • The distribution of roles.
  • Practical work Collective scenarios.
  • Practice team negotiation.
• Deal with objections constructively
  • Methodological benchmarks.
  • The ACRA technique.
  • Practical work Collective scenarios.
  • Practice to treat objections constructively.
• Defuse conflict situations
  • Know your conflict resolution profile.
  • From tension to conflict.
  • What persuades, what dissuades.
  • Canvas negotiation in situations of high tension.
  • Practical work Self-diagnosis.
  • Know yourself better to progress in emotional maturity.
• Dealing with difficult behaviors
  • Circumvent obstructionist tactics (controversy, forceful passage).
  • Unmask manipulation.
  • Defuse aggressiveness and confront deviant behavior.
  • Thwart disqualification.
  • Practical work Sub-group work and discussions.
  • Identify avenues of action to confront blocking behavior and manage the "delicate" situations listed by the participants.