FR The "Introduction to Negotiation" programme teaches you the basics of preparation and argumentation, and includes two case studies. In just one day, you will learn in a concise and practical way the essential elements for successful negotiations.
Prerequisites : None
Duration : 1 day
Training objectives
- Determining a negotiation objective and assessing its difficulty
- Managing margins for manoeuvre and the associated concessionary systems
- Implementing the negotiation process (the different phases)
- Argue effectively and to the point
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