FR Designed for anyone who has to manage moderate-stakes negotiations, this programme provides the essential tools for preparing and conducting effective negotiations, enabling participants to define their agenda, assess their room for manoeuvre, organise their objectives and master the argumentative process.
Prerequisites : none
Duration : 2 days
Training objectives
- Determining a negotiation objective and assessing its difficulty.
- Managing room for manoeuvre and the associated concessionary systems.
- Master the tools, techniques and methods needed to structure a negotiation with several objectives.
- Implementing the negotiation process (the different phases).
- Preparing negotiating arguments and managing resistance.
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
- Steering the exchange at the negotiating table