Centre Européen de la Négociation - Negotiation Skills Training - Consulting & Coaching

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EN FR ES IT PT

INSTIT 1

NEGOTIATING IN THE TERRITORIAL

Developing strategic partnerships multi-level

BENEFITS OF THE TRAINING

  • Acquiring a strategic understanding of the interplay between local players
  • Building capacity for sustainable alliances
  • Developing a coordinated approach to multi-partner negotiations

OBJECTIVES

  • Understand the logic and constraints of the various local players
  • Mastering techniques adapted to inter-institutional relations
  • Developing effective alliance and coalition strategies
  • Developing balanced and sustainable territorial agreements

PREREQUISITE :

THE MUTUAL GAINS STRATEGY

Important information: This training is a reinforcement module and requires a pre-requisite. Access to this course is conditional on knowledge and mastery of the 7 key elements of the Mutual Gains Strategy, transmitted in our "STGM" modules.

PUBLIC CONCERNED

Elected representatives, general managers, cabinet directors, institutional relations managers, territorial cooperation officers, project managers involving several institutions.

PROGRAMME

1. Mapping the local ecosystem

  • Identify the institutional players and how they operate
  • Analyse the formal/informal relationships between institutions

2. Deciphering institutional logic

  • Understanding organisational cultures and legal constraints
  • Analyse decision-making cycles and their implications

3. Diagnose potential alliances

  • Identify converging/diverging interests and opportunities.
  • Anticipating resistance and obstacles to cooperation.

4. Mastering the fundamentals of inter-institutional negotiation

  • Understanding the specific features of negotiations between institutions
  • Managing power asymmetries and linking politics and technology

5. Preparing strategically a negotiation

  • Applying the 7 key elements to complex contexts
  • Develop a solid MESORE and legitimate objective criteria

6. Conducting effective multi-stakeholder negotiations

  • Facilitating dialogue and managing blockages
  • Maintaining a constructive dynamic despite tensions

7. Building and maintaining coalitions

  • Bringing together players with partially divergent interests
  • Preserving the balance of alliances and resolving tensions

8. Formalising sustainable territorial agreements

  • Structuring a balanced agreement with shared governance
  • Developing a plan to deepen cooperation

INTRA

Sessions for 4 to 12 people :
2 days

REQUEST A QUOTE

Download the training catalogue

DATES 

To be defined together 

The teaching method is active par excellence, as it is based on contextualised simulations of complex and difficult negotiations.
 

METRO 4

INSTIT 2

IN CONNECTION WITH THE TRAINING

Negotiating from a distance: how to stay well connected

  • 30 March 2020-
This is a time of social distancing. We meet our colleagues, our clients, our suppliers, exclusively by telephone, video-conference or simple e-mail. This is happening in a deteriorating, slowing down economic context, where it is difficult to concentrate and, for some, difficult to believe in...
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