Negotiating a win-win situation - ENG Mixte : présentiel / à distance
Dernière mise à jour : 22/07/2024
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
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
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.