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

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METRO 1

NEGOTIATING SKILLS TRANSFERS

Reconciling the interests of the metropolis with the identity identity

BENEFITS OF THE TRAINING

  • Acquiring tools to transform resistance into opportunities
  • Development of a methodical for successful skills transfers transfers
  • Building capacity to build compromises adapted to territorial realities

OBJECTIVES

  • Identifying diverging and converging interests in skills transfers
  • Understanding psychological and organisational resistance to change
  • Mastering techniques for constructive dialogue in the face of identity-related fears
  • Developing a shared vision that goes beyond institutional positions

PREREQUISITES

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, managing directors and executives of metropolitan and intercommunal authorities, intercommunal cooperation officers, heads of institutional relations institutional relations.

PROGRAMME

1. Analysing the dynamics of relationships linked to skills transfers

  • Understanding the psychological mechanisms of resistance to "loss of power
  • Overcoming the "metropolis vs. communes" divide

2. Mapping underlying positions and interests

  • Identifying unexpressed needs beyond official positions
  • Acknowledging legitimate concerns: control, proximity, identity, recognition

3. Transforming opposition into partnership

  • Creating a sense of belonging to a shared project
  • Building a shared vision that respects local identities

4. Overcoming relationship obstacles

  • Identifying unspoken words and managing emotional traps
  • Neutralising power and influence games that interfere with discussions

5. Methodically preparing for a skills transfer

  • Analyse respective interests and apply the 7 key elements method
  • Develop a credible MESORE and identify objective criteria

6. Conducting effective transfer negotiations

  • Using active listening and managing emotions in tense situations
  • Maintaining constructive dialogue despite tensions

7. Developing creative solutions

  • Use techniques adapted to the institutional context
  • Evaluating and selecting the most promising solutions

8. Formalising a collaborative transfer protocol

  • Drawing up a framework document based on mutual gains
  • Define monitoring mechanisms and design effective communications

The teaching method is active par excellence, based as it is on very short case studies of difficult moments in the negotiation process.

INTER

IN PRESENTATION

Rates per day on request

Sessions for 4 to 12 people :

2 days
ONLINE REGISTRATION

Download the training catalogue

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

STGM

METRO 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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