Training description
The Negotiation Fundamentals training aims to professionalise the negotiation process, a major driver of economic performance, and to enable negotiators to master each moderate-stakes negotiation situation they encounter from start to finish, within the framework of a perfectly controlled preparation and execution process.
This programme offers employees involved in medium-stakes negotiations or those taking up roles where negotiation is required, the essential tools to effectively prepare and conduct purchasing, commercial, or social negotiations. It allows participants to define their agenda, assess their room for manoeuvre, organise their objectives, and master the argumentation process.
Training objectives
Delivered over two consecutive days, the negotiation fundamentals training aims to equip negotiators with the ability to master each negotiation situation from start to finish through precise methodology:
- Determine a negotiation objective and assess its difficulty.,
- Manage the scope for manoeuvre and associated concessionary systems,
- Mastering the tools, techniques, and methods for structuring a negotiation with multiple objectives.,
- Deploying the negotiation process (the different phases),
- Prepare negotiation arguments and manage resistance.
Face-to-face, distance learning, blended learning
Collaborators responsible for medium-stakes negotiations or those entering a new role
Intermediate, having completed another of our courses
2 consecutive days
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 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 ordering in the negotiation.,
- Understanding the basic principles and success factors of conditional structures.
Mastering the different phases of the negotiation process:
- Understand the four stages of the interview: introduction, exploratory, tactical development, adjustments,
- Preparing for the exploratory phase: gathering information useful for negotiating objectives.,
- Use questioning to validate tactical, concessionary and structural decisions.
Steering the exchange at the negotiation table
- State one's position,
- To argue your position,
- Swap concessions.
