Training description
This training program is intended for employees who have previously completed training such as a Master in Negotiation or Advanced Negotiation. It aims to make them aware of their preferred behavioural style using the DISC method to help them master commercial, 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
Delivered over two consecutive two-day sessions, the Master Negotiation training allows employees responsible for high-stakes negotiations to master both the preparation process and the flow of each exchange thanks to a clear methodology. They will thus know how to:
- Optimise negotiation outcomes to contribute to achieving the company's economic objectives.
- To handle any negotiation situation, from the simplest to the most complex, regardless of its context, using appropriate tools, methods, and techniques.
- Provide a rigorous and methodical framework for the preparation and execution of negotiations using the methods and tools from Arcante Consulting's proprietary methodology.
Face-to-face, distance learning, blended learning
High-stakes negotiation collaborators
Advanced, having completed another of our training courses
4 days (2 consecutive 2-day sessions)
Training Programme Details
First two-day training session: tactical and technical negotiation preparation
Assess the interest in entering into negotiations and the efficiency of other relationship strategies:
- Distinguishing the 5 strategies in situations of conflicting interests,
- The place of negotiation among the 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.
- 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.
Managing one's room for manoeuvre and controlling the evolution of one's positions
- To know the theorem of resistance,
- Prepare the negotiation objective level scale and its 3 indicators.,
- Define the concession interval and the concept of the mire (inflection point of resistance).,
- Measure the impact of the aim point on resistance,
- Choosing the concessional trajectory: as a lure, braking, accelerating.
Identifying concessions one is prepared to make:
- Distinguish between the five concession areas under negotiation,
- To know the corollary of the strength theorem,
- To understand the general principle of concessions of nature,
- Deploy nature concessions based on their value and cost.
Determine the order in which to address negotiation objectives:
- Understanding the basic principles and success factors of a graded structure,
- Assess the difficulty and importance of each objective,
- Identify the negotiation fields and their order in the negotiation.
Determine the order of negotiation objectives linked by a dependency:
- Understanding the basic principles and conditions for the successful use of the conditional structure,
- Assess the significance of each objective for each Party and determine the overall significance.
- Understanding the basic principles and conditions for the success of a globalised structure,
- Assess the significance of each objective for each party.
Define your strategy and draw up a feasible negotiation plan:
- To know the 5 conceivable tactics,
- Mastering the 2 tactical analysis parameters,
- Assess the balance of interests and dependency and the actual nature of the relationship between the parties.
Second two-day training session: conducting interviews and developing arguments
Mastering the different phases of the negotiation process:
- Understand the four stages of the interview,
- Preparing for the exploratory phase: gathering information useful for negotiating objectives.,
- Use questioning to validate tactical, concessionary and structural decisions.
Set the negotiation agenda to manage time constraints:
- 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,
- Follow the instructions for use and observe tactical coordination,
- Mastering suspensions on incident and on appeal.
Adopting the right approach to best defend your interests:
- The factors influencing posture,
- 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,
- Outline the content of the discussion (the points raised),
- Measuring the concession index,
- Measure the flexibility index.
Prepare the entire argumentation process:
- Set out a position and request suggestions,
- Prepare your arguments using argument groups,
- Developing an argumentative structure,
- To construct a concessive clause,
- Develop balanced protocols and reinforcement protocols,
- To understand and master the 3 stages of the argumentation process.
