Training description
The Introduction to Negotiation training teaches you the essential basics for learning how to negotiate. Thanks to two practical case studies, you will discover in one day the key elements for successfully managing all of your commercial, social, and purchasing negotiations.
Training objectives
Delivered in one day, the Negotiation Introduction training aims to enable negotiators involved in setting up or managing medium-stakes negotiations to understand the negotiation situations they will face, thanks to an adapted methodology:
- Determine a negotiation objective and assess its difficulty.,
- Manage the scope for manoeuvre and associated concessionary systems,
- Deploying the negotiation process (the different phases),
- Argue effectively and relevantly.
Face-to-face, distance learning, blended learning
Collaborators responsible for medium-stakes negotiations or those entering a new role
Beginner
1 day
Training Programme Details
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 definition of Negotiation and the notion 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.
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 concessionary trajectory: as bait, as a brake.
IIdentify the concessions you are prepared to make:
- To know the corollary of the strength theorem,
- To know the general principle of nature concessions.
Steering the exchange at the negotiation table
- The 3 stages of the argumentation process:
- To announce one's position.
- To argue one's position.
- Swap concessions.
