Training description
This programme is intended for directors or managers who have previously attended both sessions of the course. Master Negotiation. This training provides practical tools for managing and improving team performance in negotiations. It enables managers to better understand their role in the negotiation process and to evaluate their team's skills in terms of commercial, purchasing, or social negotiation tools, techniques, and methods.
Training objectives
Provided to negotiation managers over two days, the training aims to provide a clear methodology for better understanding one's role with one's teams and during discussions:
- To carry out a skills assessment of negotiators regarding their mastery of professional negotiation tools, techniques, and methods.,
- To determine the individual and collective action plans to be implemented,
- To prepare the negotiators' support in the preparation and conduct of negotiations,
- Appreciating one's own role in a negotiation process,
Face-to-face, distance learning, blended learning
Manager or head of negotiators
Advanced having followed one of our other courses
2 days
Training Programme Details
What is managing negotiation?
- The specific features of managing negotiators in ethical, technical, and psychological matters,
- The keys to success in negotiation,
- The 3 sources of negotiation failure: insufficient preparation, an unsuitable negotiator, internal vulnerability.
The optimal behaviour to adopt to best defend one's interests in negotiation:
- The determinants of postures: the stated desire for a relationship with others, the stated desire for compromise with others,
- The 4 Negotiation Postures: Warrior, Diplomat, Peacekeeper, Ambassador,
- The natural tendencies of each negotiation posture: strengths and weaknesses.
Comment gérer chaque type de négociateur ?
- Identifying the natural posture of each negotiator on the team,
- To make a peaceful person warlike, and vice-versa,
- To prepare a flexible item to be rigid, and vice-versa,
- The impact of posture in negotiation preparation:
- The level scales and the concession intervals,
- The positioning of the targets,
- Nature's concessions,
- The tactical choices.
- The impact of posture on conducting interviews and managing argumentation systems, particularly on:
- The will for consensus during negotiation talks,
- Relational flexibility with the other party.
- Management protocols to follow with each posture: precautions to take, situations to avoid.
How to manage different levels of mandates within the organisation?
- What is a mandate to negotiate?
- How to manage the escalation of mandates?
- The development of a global concession interval for the entire organisation,
- The division of this mandate according to the different levels of negotiation,
- The rules for the handover of mandates.,
- Time management and associated suspension rules.
What management approach should be put in place?
- Managerial framing:
- The rules of managerial play in terms of organisation, methods and tools, and customer relations,
- The determination of these rules: the requirements, the prohibitions, the wishes, the requirements,
- The analysis of these game rules: the balance between standards and initiatives, control and framing of standards, the encouragement of initiatives, the
- Communication and changes to the game rules.
- The legitimacy of negotiator requests to clients and the importance of ethics in setting objectives for negotiators.,
- To know how to determine the ethical arguments for different objectives, whether quantitative or qualitative.
The division of roles at the negotiating table:
- Who will be attending? Who will be operating and who will do what?
- The phase distribution (absolute or relative),
- Role distribution and recommendations.
