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

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EN
EN FR ES IT PT
EN
EN FR ES IT PT

THE MUTUAL GAINS STRATEGY

STGM-T

Moving from compromise to creative solutions

BENEFITS OF THE TRAINING

  • Acquisition of a method for preparing, conducting and following up my negotiations
  • Training in the application of a structured approach
  • Development of constructive behavioural skills

OBJECTIVES

  • constructively managing the tension between the competitive and cooperative aspects of negotiation
  • Diagnosing my negotiation style and measuring its impact
  • To have a structured framework to prepare, conduct and follow up my negotiations
  • Building enforceable and sustainable agreements

PREREQUISITES

  • No
This course is open to all professionals, whether or not they have previous negotiation experience.

PUBLIC CONCERNED

Elected representatives, departmental general managers, deputy general managers, managers.

PROGRAMME

1. Develop a strategic approach to negotiations to approach them with confidence

  • The 7 key elements of the method
  • The complete preparation guide

2. Create a favourable climate

  • Personal barriers to communication
  • The keys to active listening

3. Moving away from positional wars

  • Avoiding a showdown
  • Defending my interests and discovering those of the other
  • Using "objective criteria
  • Get the other to use the same rules of play

4. Inventing creative solutions

  • Overcoming my personal brakes on creativity
  • Seek mutually beneficial solutions
  • Avoiding concessions while reconciling differences

5. Managing my emotions and those of others

  • Acting effectively in the face of personal attacks and anger from others
  • Managing my emotions and avoiding ineffective attitudes

6. Dealing with bad faith

  • Recognising and unmasking common tactics
  • Defusing the processes of blackmail, threats, manipulation ...
  • Using metacommunication

7. Increasing power

  • Find and evaluate my Best Alternative Solution (BATNA) to a negotiated agreement and that of the other
  • Mastering my fear of failure to empower myself

8. Diagnosing my negotiation style

  • Identify my individual attitudes and tactics
  • Define my negotiator profile
  • Evaluate my strengths and areas for improvement
See more
  • INTRA
IN PRESENTATION

Sessions for 4 to 12 people :
2 days + 1 day return
experience
(or 2 half-days remotely)


REQUEST A QUOTE

Download the INTRA FR catalogue

Download the INTRA EN catalogue

DATES 

To be defined together 

100% operational training based on practical cases and scenarios.
Each participant leaves with a personalised action plan

INCLUDES :

Achievement tests

RECOMMENDED BOOK

"How to succeed in a negotiation?"


METRO 1

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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