Training description
This training, intended for employees responsible for high-stakes negotiations who have completed the module The Fundamentals of Negotiation, aims to professionalise their approach to commercial, social, or procurement negotiations.
Participants will learn to master each stage of negotiation, choosing the appropriate tactic, managing negotiator stances, developing a structured three-phase argument, and optimising their time management, to better withstand the pressure and arguments of the other party.
Training objectives
Delivered over 2 consecutive days, the training aims to enable negotiators in charge of high-stakes negotiations to master every negotiation situation through a perfectly acquired preparation and execution process:
- Identify the appropriate tactic and follow its recommendations in terms of negotiation preparation methods, techniques, and tools.,
- Mastering negotiator postures in relation to adapted tactics.,
- Prepare an effective argumentation system in three phases (state your position, argue, exchange an evolution of positions) allowing you to resist the arguments of the other party.,
- Manage time pressure through appropriate negotiation timing.
Face-to-face, distance learning, blended learning
High-stakes negotiation collaborators
Advanced, having completed another of our training courses
2 consecutive days
Training Programme Details
Determine the tactic and construct your negotiation plan with your room for manoeuvre and potential concessions. :
- To know the 5 conceivable tactics,
- Master the 2 tactical analysis parameters:
- The interest in concluding the initiated negotiation,
- The proven state of the relationship between the parties.
Set the negotiation agenda to manage time constraints:
- Identify the two characteristics of a negotiation objective: its nature and its level.,
- Assessing the stakes of the negotiation: the potential gain from reaching an agreement and the estimated cost of a breakdown,
- Understand the concepts of positive, major, negative and minor stakes.
Determine the 4 negotiation tactics based on the interest in reaching an agreement and the quality of the relationship.
- To know the 5 conceivable tactics,
- Master the 2 tactical analysis parameters:
- The interest in concluding the initiated negotiation,
- The proven state of the relationship between the parties.
Managing one's room for manoeuvre and controlling the evolution of one's positions
- Understanding the effects of time pressure on plausibility and the level of agreement,
- Managing time pressure and its parameters: time limits, frequency and duration of rounds,
- Knowing how to adjust the settings and assess the resulting effect,
- To rebalance unfavourable time pressure with the pressure of the stakes.
Plan for interruptions:
- Understanding technical suspensions, their purpose and their impact on tension,
- Understanding the circumstances in which suspensions occur and the recommended durations,
- Observe the precautions for use and the tactical correlation.
The optimal behaviour to adopt to best defend one's interests in negotiation:
- The determinants of postures: the stated desire for a relationship with others, the stated desire for compromise with others,
- The 4 negotiation styles: Warrior, Diplomat, Peacekeeper, Ambassador,
- The purpose of each of the postures,
- Link the approaches to the tactics adopted for each negotiation objective.
Adapting what you say to the context of the negotiation:
- Understanding Index-Based Content Management: analysing interactions between traders,
- Position the negotiation content (the exchanges) on two axes:
- A content centering axis,
- A content-nature axis,
- Content indicators for each axis.
- Measuring the consensus index: the willingness of parties to reach an agreement on the subject of negotiation,
- Measuring the flexibility index: the willingness of one or more parties to cooperate.
- Understanding the risks and benefits of a limited/high concession index.
