FR Aimed at experienced negotiators, this intensive programme, divided into 2 consecutive 2-day sessions, is designed for employees in charge of high-stakes negotiations. It aims to professionalise their approach by enabling them to master each stage of the negotiation, from preparation to execution. The emphasis is on technical skills and operational expression. By the end of the course, participants will be ready to effectively manage all negotiation situations encountered in their company.
Prerequisites : none
Duration : 2 x 2 days
Training objectives
- Optimising the outcome of negotiations to help achieve the company's economic objectives.
- Handle all negotiation situations, from the simplest to the most complex, whatever the context, using the appropriate tools, methods and techniques.
- To provide a rigorous and methodical framework for the preparation and execution of negotiations, using methods and tools derived from Arcante Consulting's proprietary methodology.
Training programme
- Assessing the value of entering into negotiations and the efficiency of other relationship strategies
- Determine your negotiating objectives and analyse the stakes involved in each objective
- Managing your room for manoeuvre and controlling changes in your positions
- Identify the concessions you are prepared to make
- Determining the order in which to approach negotiation objectives
- Determining the order of trading objectives linked to each other by a dependency link
- Define your tactics and build your negotiation plan
- Mastering the different phases of the negotiation process
- Setting the negotiation agenda to manage time pressure
- Provide suspension
- Adopting the right stance to best defend your interests
- Adapt what you say to the context of the negotiation
- Prepare the entire sales process