/ NEGOTIATION TRAINING / NEGOTIATING WITH DIFFICULT PEOPLE

DIFF

NEGOTIATING WITH DIFFICULT PEOPLE

Counteracting unfair tactics

BENEFITS OF THE TRAINING

In a hostile environment, use tools to return to principled negotiation
Avoid falling victim to unfair tactics
Develop my ability to manage my stress and emotions
Completing my negotiation toolbox with the bypass strategy

OBJECTIVES

Bringing the other out of adversarialism and into the same rules of the game
Disarming tough negotiators and overcoming the refusal to negotiate
Overcoming barriers to cooperation
Avoiding the 3 ineffective responses to unfair manoeuvres
Unmasking and neutralising bad faith

PREREQUISITE :

STGM, STGM SOC or STGM SANTÉ or STGM A/V(available INTRA)

Important: This training is a reinforcement module and requires a prerequisite. Access to this training is conditioned by the knowledge and mastery of the 7 key elements of the Mutual Gains Strategy, transmitted in our "NEGO 1" modules.

PUBLIC CONCERNED

All professionals in all sectors of activity who have to negotiate in their jobs. We cover the entire field of negotiations, whether commercial, financial, social, managerial, political, geo-political or other.

PROGRAMME

1. Identify the 5 barriers to cooperation and understand the underlying motivations for problematic behaviour

2. Define a response strategy based on the power of surprise

3. Avoid reacting by regaining my balance in the face of destabilisation, by refraining from making decisions in the heat of the moment

4. Disarm the other party by defusing their attack rather than opposing it in order to create an atmosphere of problem solving

5. Changing the rules of the game by introducing the other party to the principles of "Interest-based Negotiation", learning how to neutralise their obstructionist tactics and attacks and to foil their tricks

6. Build a bridge that provides an honourable way out for my interlocutor

7. Use my power to make the other person think, not to bend them

8. Establish and improve my "off-table" solutions

9. Know how to use my alternatives without provoking, to defuse the reaction

10. Turning the opponent into a partner by seeking to overcome the problem together rather than overcoming the other

INTER
INTRA

IN PRESENTATION

2 490 € ^HT

2 Days + 2h30*
+ 1 hour of individual coaching

Download the INTER 2025 catalogue

DATES IN PARIS 2025

3, 4 April + 23 May
DIFF 04/25

19, 20 June + 26 Sept
DIFF 06/25

11, 12 Sept + 14 Nov
DIFF 09/25

4, 5 Dec 2025 + 13 Feb 2026
DIFF 12/25

DATES AT LYON 2025

3, 4 April + 27 June
DIFF 04/25 LYON

9, 10 Oct + 5 Dec
DIFF 10/25 LYON

Training based on practical cases,
group exercises and role plays

INCLUDES :

Achievement tests

+ DELIVERY OF THE BOOK

"How to negotiate with difficult people?"

IN PRESENTATION

REMOTE

Sessions for 4 to 12 people (max) :
2 days
+ 1 day of optional feedback

Download the INTRA FR catalogue

Download the INTRA EN catalogue

DATES

To be defined together

Training based on practical cases,
group exercises and role plays

INCLUDES :

Achievement tests

RECOMMENDED BOOK

"How to negotiate with difficult people?"

Session of 4 (min) to 8 people:
4 half-days
+ 2 optional half-day feedback sessions

Download the INTRA FR catalogue

Download the INTRA EN catalogue

DATES 2021 BY DISTANCE

To be defined together

Training based on practical cases,
group exercises and role plays

INCLUDES :

Achievement tests

RECOMMENDED BOOK

"How to negotiate with difficult people?"

IN CONNECTION WITH THE TRAINING

Negotiating from a distance: how to stay well connected

30 March 2020-

NEWS /

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...

How to build and inspire confidence in negotiation?

10 March 2020-

VIDEOS /

By Michel Ghazal Inspiring and building confidence concludes the series of 10 videos as announced last September. It is a key to success. Without confidence, there is no salvation.

The 3 mistakes to avoid for successful negotiations

21 January 2020-

VIDEOS /

By Michel Ghazal To increase your sense of satisfaction with the outcome of your negotiations, you must avoid these three mistakes.

NEGOTIATING WITH DIFFICULT PEOPLE

Counteracting unfair tactics

Training based on practical cases,
group exercises and role plays

Training based on practical cases,
group exercises and role plays

Training based on practical cases,
group exercises and role plays

Support for Managers

Further training

IN CONNECTION WITH THE TRAINING

Negotiating from a distance: how to stay well connected

How to build and inspire confidence in negotiation?

The 3 mistakes to avoid for successful negotiations

NEGOTIATING WITH DIFFICULT PEOPLE

Counteracting unfair tactics

Training based on practical cases,group exercises and role plays

Training based on practical cases,group exercises and role plays

Support for Managers

Further training

IN CONNECTION WITH THE TRAINING

Negotiating from a distance: how to stay well connected

How to build and inspire confidence in negotiation?

The 3 mistakes to avoid for successful negotiations

To consult the complete file

To DownloadInter 2021 Planning in person

Training based on practical cases,
group exercises and role plays

Training based on practical cases,
group exercises and role plays

To Download
Inter 2021 Planning in person