Understand the role that the negotiators' voice plays in the process and outcome of the negotiation
In negotiation, the voice is more than a vehicle for ideas. It is the very place of exchange. In this interactive conference, participants will discover the remarkable role of the voice in :
- Changing the emotional state of the different actors
- Mobilising and directing attention
- Demonstrate legitimacy, motivation and personal power
- Establish a relationship of trust and partnership, accompany the interlocutor
- Alternate between taking control of the exchange and letting the other person lead
- Breaking the deadlock of fixed positions by stimulating the imagination: inventing creative options
- Encouraging the development of a proposal
- Framing and finalising a commitment
- Managing the different phases of the negotiation and facilitating transitions
Participants will also experience the benefits of a vocal warm-up, an essential step in preparing for the relationship, aligning body momentum (relaxation and dyna- mism), mood, goal orientation... and getting ready for the negotiation journey.