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

Target

Anyone who wants to develop their negotiating skills without compromising relationships

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

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

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

Educational resources and supports

• Slide show PPT​
• Test
• Pedagogical Support

Educational format

On site : 1 or 2 days 

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

Individual coachings if needed

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

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

M&A-SoftSkills Factory