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

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INSTIT 2

NEGOTIATING WITH THE STATE AND ITS REPRESENTATIVES

Building a balanced relationship with government departments

BENEFITS OF THE TRAINING

  • Detailed understanding of the logic and constraints of the State
  • Developing effective strategies to influence decisions
  • Building capacity to defend territorial interests

OBJECTIVES

  • Understanding the decision-making mechanisms of government departments
  • Master the techniques of influence adapted to dialogue with the State
  • Developing strategies to balance the balance of power
  • Building lasting partnerships with devolved services

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 state actors

  • Understanding the organisation of central and decentralised services
  • Analysing the role of the Prefect and identifying networks of influence

2. Deciphering the logic and constraints of the State

  • Integrate national priorities and their local application.
  • Understanding the mechanisms control and arbitration mechanisms

3. Understanding the specific features of negotiations with the State

  • Managing power asymmetries and integrating the legal dimension.
  • Effectively linking the political and administrative levels.

4. Avoiding common mistakes

  • Identify counterproductive approaches
  • Overcoming cultural misunderstandings between local authorities and the State

5. Methodically preparing for a negotiation

  • Applying the 7 key elements to your relationship with the State
  • Strengthen your position and develop an objective argument

6. Conducting effective negotiations

  • Transforming a position of authority into constructive dialogue
  • Managing blockages and maintaining a positive relationship climate

7. Deploying influence strategies

  • Use formal/informal levers and mobilise support
  • Promote the general interest its arguments

8. Building a lasting relationship

  • Developing a balanced partnership that goes beyond one-off negotiations
  • Managing crisis situations and disagreements

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.
 

INSTIT 1

SOC

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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