Training description
This training programme is intended for employees who have previously completed training such as the Master Negotiation or’Advanced Negotiation. This is about making them aware of their preferred behavioural style, using the DISC method, to help them master business, social, or purchasing negotiation situations they will face, within the framework of a controlled preparation and execution process.
At the end of the 2-day seminar, each participant will be given a comprehensive summary of their DISC profile.
Training objectives
Dispersed over 2 days, the training enables participants to master negotiation situations thanks to an adapted preparation method:
- Mastering different behavioural styles with the DISC method.,
- To become aware of the points of strength and areas to be cautious of associated with their DISC profile in negotiation,
- Take their profile into account to conduct effective negotiation preparation and adopt the required negotiation posture,
- Identifying DISC profiles to improve negotiator team interactions.
Training Programme Details
Reminder of the main tools of Arcante Consulting's negotiation method
- Analysis of the negotiator's environment and determination of tactics
- Technical preparation
- The sequence of the negotiation
Understanding the different behavioural styles using the DISC method
- The behavioural characteristics of the 4 major DISC styles
- DISC behavioural style strengths and weaknesses
Identifying one's own DISC behavioural style
- To position oneself on the DISC dial
- Collective debrief of individual DISC reports
- The main behavioural styles
Take into account their behavioural style to negotiate better
- The strengths and weaknesses of the negotiator’s DISC styles
- Take my DISC profile into account to better prepare my negotiation
- Consider my DISC profile to better adopt the desired negotiation stance
Taking your behavioural style into account in group negotiations
- Negotiating as a team, taking into account everyone's DISC style
- Optimising my negotiation posture based on my interlocutor's DISC profile
- Optimising my sales pitch in line with my interlocutor's DISC profile
