FR This training course is designed for employees who are in charge of high-stakes negotiations and who have taken the The fundamentals of negotiationis designed to professionalise their approach. Participants will learn to master each stage of the negotiation process, by choosing the appropriate tactics, managing negotiating postures, developing a structured argument in three phases, and optimising their time management to better resist the pressures and arguments of the other party.
Prerequisites : Must have followed the "the fundamentals of negotiation "
Duration : 2 days
Training objectives
- Identify the right tactics and follow their recommendations in terms of negotiation preparation methods, techniques and tools.
- Mastering negotiating postures in relation to the appropriate tactics
- Prepare an effective three-phase argumentation system (asserting your position, arguing, exchanging changes of position) to resist the other party's arguments.
- Managing time pressure through appropriate negotiation timing.
Training programme
- Knowing the 4 negotiation tactics depending on the interest in reaching an agreement and the quality of the relationship
- Understanding the effects of time pressure on the plausibility and level of agreement
- Mastering technical suspensions, their purpose and impact on tension
- Know how to use the 4 negotiation postures depending on the tactics identified to optimise the negotiation
- Knowing negotiation protocols so as to have an impact and be effective in face-to-face situations.