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

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EN
EN FR ES IT PT

POSI

THE NEGOTIATOR'S NON-POSITIVE

Knowing how to refuse without offending

BENEFITS OF THE TRAINING

  • Knowing how to refuse without offending
  • Resisting pressure more effectively
  • Asserting myself without compromising

OBJECTIVES

  • Mastering the 3 stages of a new approach: "the non-positive".
  • Saying "no" without feeling uncomfortable, having a guilty conscience or fearing reprisals
  • Better manage my emotional response, disarm my interviewer, deliver a "no" to which he can say yes
  • Moving away from traditional approaches: avoid, give in, attack
  • Managing the tension between using my power and preserving my relationships
  • Managing the paradox that characterises these situations: going through a "no" first before arriving at a "yes"?

PREREQUISITES

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

PUBLIC CONCERNED

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

PROGRAMME

1. Preparing for the "no

  • Managing my fears and anger: overcoming internal conflicts and managing my emotions
  • Understanding what I really want: saying no to a request is above all saying yes to my needs and interests.
  • Balancing the balance of power: taking away the other person's ability to harm me without attacking them?

2. Issuing a "no positive

  • Disarming others: treating them with respect
  • Asserting my interests: positively confronting myself by focusing on my needs
  • Formulate an acceptable request: be clear about the behaviour I am asking the other person to change

3. Transforming my reactions: inviting the "yes" vote

  • Managing my reactions: staying solid if he resists or refuses
  • Use my power constructively: use my Mesore without provocation
  • Invite him to say "yes": after the show of force, open the door to a negotiated solution acceptable to my mutual interests and get him to say "yes"?

At the end of each role-play, a theoretical summary, based on the experience gained, highlights the key processes at each stage.

  • INTER
  • INTRA

IN PRESENTATION

1 860 € HT

2 days

ONLINE REGISTRATION

Download the INTER 2025 catalogue

DATES IN PARIS 2025

16, 17 October
POSI-10/25

Training 100% operational, based on practical cases and scenarios
 

INCLUDES :

Achievement tests

 

+ DELIVERY OF THE BOOK

Presentation of the book "Comment dire non

Sessions for 4 to 12 people :
2 days

REQUEST A QUOTE

Download the INTRA FR catalogue

Download the INTRA EN catalogue

DATES 

To be defined together 

Training 100% operational, based on practical cases and scenarios
 

INCLUDES :

Achievement tests

 

RECOMMENDED BOOK

Presentation of the book "Comment dire non

DISCUSS THE INDISPUTABLE

THE NEGOTIATOR'S EMOTIONS

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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