Training: Negotiation Tactics and Stances

To assess the interest in entering into negotiation and the efficiency of other relationship strategies.

• Distinguish the 5 strategies in situations of conflicting interests.
• The place of negotiation among possible strategies.
• The Negotiator's Mission.
• The definition of Negotiation and the concept of tension.

Determine your negotiation objectives and analyse the stakes for each objective :

• To identify the two characteristics of a negotiation objective: its nature and its level.
• Assess the stake of the negotiation: the potential gain from an agreement and the estimated cost of a breakdown.
• Understand the concepts of positive, major, negative and minor stakes.

Managing your room for manoeuvre and keeping track of changes in your positions

• To know the strength theorem.
• Prepare the scale of negotiation objectives and its three indicators.
• Define the concession interval and the concept of the mire (inflection point of resistance).
• Measuring the impact of the target’s position on resistance.
• Choosing the concessionary trajectory: as bait, as a brake.

Adopting the right approach to best defend one’s interests

• The Determinants of Postures
• The 4 Negotiation Postures: Warrior, Diplomat, Peacekeeper, Ambassador.
• The purpose of each of the postures.
• Link the approaches to the tactics adopted for each negotiation objective.

The presentations:

• The techniques and methods presented are the subject of short explanations, abundantly illustrated with concrete examples from real negotiations.
• Participants are, of course, invited to respond, offer their comments and share their own real-life examples, on which the consultant will provide insights and recommendations.
• The training materials consist of video slides summarising the key aspects of negotiation techniques covered. All visual materials are made available to participants at the end of the training session.

Simulations

• More than half of the training time is dedicated to putting the techniques and methods presented into practice during simulated negotiation interviews. These interviews are based on scenarios describing real-life situations experienced by the participants.
• All simulations are filmed and then analysed by the consultant, who provides personalised advice and recommendations. Each participant has the opportunity to take part in at least one simulation. These negotiation exercises will place trainees in negotiation scenarios they regularly encounter with their counterparts.

• The attendance of trainees will be monitored by signing in and out of attendance sheets, signed for each half-day of training, as well as by the trainer who delivered the training.
• The assessment of the results will be carried out through the implementation of an evaluation procedure which will determine whether the intern has acquired the knowledge whose mastery constitutes the initial objective of the action.
• The assessment procedure will take the form of an evaluation grid/multiple choice questionnaire which will be submitted by the intern at the end of the training. The Project Manager will record the participants' answers. When they are not unanimously adequate, the trainer will dwell on the question and provide the necessary explanations. They will ensure good comprehension and that no uncertainty remains for any participant.
• Upon completion of the training, participants will be issued a certificate indicating the objectives, nature and duration of the training, and the results of the skills assessment.