Training description
This negotiation training from Arcante Consulting, intended for staff who have previously completed a programme such as the Fundamentals of Negotiation or Negotiation Master, aims to professionalise the approach to commercial, purchasing, or social negotiation, through technical practical exercises and real-life scenarios experienced by participants.
This allows participants to learn how to adapt their verbal and non-verbal communication according to the chosen negotiation stance.
Training objectives
From discovering their central negotiator role among the four possible professional negotiation strategies, to the verbatim and behaviours associated with each
Approach to be deployed. At the end, participants will be able to deploy the approach for each specific negotiation situation encountered, depending on the defined negotiation tactic.
The aim of this intervention is twofold:
- To enable participants to acquire the performance postures to adopt for the brand's specific negotiation contexts,
- Use appropriate language and behaviour for each situation.
Face-to-face, distance learning, blended learning
Staff involved in medium-stakes negotiations or taking up a role where they will need to negotiate
No prerequisites
2-day seminar
Training Programme Details
The Determinants of Postures
- How to behave in relationships with others: Aggressive / Peaceful
- The approach to adopt when engaging with others: Uncompromising / Accommodating
- The relationship between the stances and the five possible strategies in situations of conflicting interests:
- the natural tendency to confront or avoid conflict. The concepts of mobility and stability of
- Postures and their consequences for the Adopted Posture.
Determine your negotiation objectives and analyse the stakes for each objective :
- Identify the two characteristics of a negotiation objective: its nature and its level.,
- Assess the stakes of the negotiation:
- the potential gain from the agreement and the estimated cost of termination,
- Understand the concepts of positive, major, negative and minor stakes.
The 4 negotiation strategies, their characteristics and their impact on negotiations:
- The Warrior: Belligerent and Uncompromising
- The Blue Helmet: Belligerent and Conciliatory
- The Ambassador: Peaceful and Uncompromising
- The Diplomat: Peaceful and Conciliatory
- The objectives of each negotiating stance. How to adopt a negotiating stance: key behaviours and their indicators.
What is the optimal behaviour to adopt to best defend one's interests in a negotiation?
- The factors shaping attitudes: a clear desire to engage with others, a clear desire to consult with others.
- Each attitude is expressed through specific indicators. It is these indicators that will be perceived by the other person.
- The 12 indicators to use when dealing with the other party to convey the appropriate stance: the negotiator’s checklist.
Adapting one’s approach to the tactics and situations encountered during negotiations:
- The two key questions for relational strategies to deploy depending on the situation:
- «In the negotiation scenario under consideration, can I afford to be confrontational in my dealings with the other party, or should I adopt a conciliatory approach?»
- «In the negotiation scenario under consideration, should I adopt a conciliatory approach when dealing with the other party, or can I take a hard line?»
- In each strategy, what are the high-performing and underperforming approaches? Use the role sheet with the key indicators to identify the right approach.
