Training description
This programme is aimed at employees responsible for negotiations with moderate or high stakes, who have previously completed training in the Fundamentals of Negotiation or a Negotiation Master's degree.
Focusing on intensive practice of business, social, or procurement negotiation cases close to the real-life situations experienced by participants, each exercise is prepared, simulated, filmed, and then debriefed by our consultant. Training is organised into thematic blocks, with methodological reminders.
Training objectives
Delivered over two days, the intensive training sessions allow negotiators to become comfortable with negotiation mechanisms.
- Anchor and refresh good negotiation practices to optimise your agreements.,
- To develop one's comfort with the mechanisms of negotiation.
Face-to-face, distance learning, blended learning
Collaborators responsible for medium and high-stakes negotiations
Advanced, having completed another of our training courses
2 consecutive days
Training Programme Details
This module aims to consolidate the methodological fundamentals of negotiation and to strengthen participants' ability to apply them in practical situations relevant to their real-world experience.
Essential methodological reminders
A framing period will allow us to revisit the main levers for preparing and conducting a negotiation.
The participants will notably rework:
Room for manoeuvre
Identify what is genuinely negotiable, distinguish priority objectives from secondary points, clarify your areas of flexibility and your non-negotiable limits.
Concessions
Understand the role of concessions in negotiation dynamics, learn not to concede too quickly or without reciprocation, structure your concessions to preserve value and maintain balance in the exchange.
The pressure of time
Analyse the impact of time on negotiation behaviours, know how to resist urgency, avoid hasty decisions and use the negotiation rhythm as a strategic lever.
2. Practical application on realistic cases
The training will then build on intensive practice sessions based on negotiation cases that closely mirror the situations experienced by the employees.
These scenarios will allow us to work on:
the preparation of a negotiation strategy, the identification of each party's stakes, the defence of one's objectives, the management of concession requests, reacting to pressure or deadlock, and the building of balanced agreements.
Each case will involve a preparation phase, a realistic simulation, and then a group and individual debriefing.
3. Debriefings and embedding of good practices
The debriefs will help identify strengths, areas for improvement, and reflexes to reinforce.
The objective is to foster concrete progress on posture, method, and the ability to maintain control in demanding negotiations.
Upon completion of the session, participants will have practical guidelines that are directly transferable to their future negotiations.
