Negotiating a win-win situation - ENG Mixte : présentiel / à distance

Dernière mise à jour : 22/07/2024

Bannière visuelle de présentation de la formation

Public visé

Target

Anyone who wants to develop their negotiating skills without compromising relationships

Objectifs de la formation

Pedagogical objectives

  • Understanding how to negotiate to reach a lasting agreement
  • Moving from confrontation to cooperation
  • Finding agreements that satisfy both parties as much as possible
  • Dealing with barriers and obstructions

Prérequis

none

Description

Description / Content

Stage 1: What is a win-win negotiation?

  • Self-assessment: What kind of negotiator are you?
  • The limits of conventional negotiation Interest-based negotiation - a process based on listening and respecting the needs of each party

Discussion - Role-playing - Debriefing of participants and trainer

 

Stage 2: How to prepare for negotiations

  • The four phases of principled negotiation:
  • Diagnosis Searching for solutions
  • Options Summary
  • Using the preparation grid: Interests - Options - Objective criteria - BATNA.
  • Negotiation, a stressful situation: preparing yourself mentally

Practical exercises - Feedback from the trainer

 

Stage 3: How to behave as a negotiator

  • The impact of the negotiator's behaviour
  • Digging deeper into needs by practising active listening

Practical exercises - Role plays - Discussions;

 

Stage 4: How can obstructive behaviour be avoided?

  • ‘Negotiating the negotiation'
  • Strategic suggestions on how to avoid destabilising a negotiation by resorting to passivity, aggressiveness and manipulation

Role-playing - Discussion

Summing-up exercise on the day's lessons learned

Compétences acquises à l'issue de la formation

  • Moving from confrontation to collaboration
  • Preparing for a negotiation
  • Understanding the most common obstacles in negotiation and how to deal with them

Moyens et supports pédagogiques

Educational resources and supports

  • Slide show PPT​
  • Test
  • Pedagogical Support

Modalités pédagogiques

Educational format

On site : 1 or 2 days 

Remote : 4 x 3,5 hours workshops via Teams, GoogleMeet, Zoom…​

Individual coachings if needed

Modalités d'évaluation et de suivi

Evaluation and monitoring methods

  • Self-positioning by participants on a digital platform shared with the trainer (at the beginning and end of the course)
  • Assessment by the trainer at the end of the course
  • On-the-spot assessment immediately after the course
  • REX - One-hour practice-sharing workshops one or two months after the initial training course
  • Post-training assessment one or two months after the course
  • Performance questionnaire sent to the customer three months after the course

Informations sur l'accessibilité

Feel free to contact us on +33 1 47 66 25 20

M&A-SoftSkills Factory

Informations sur l'admission

Sur demande à notre chargée de formation par téléphone ou mail (délai d'accès et de réalisation).

Nos tarifs sont communiqués sur devis.

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