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

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the European Negotiation Centre, quoted in Le Point.


Many professional and personal situations involve negotiation. It's an expertise that you can learn and develop, day after day, thanks to the European Negotiation Centre.

The Centre Européen de la Négociation (CEN) is the historic leader in negotiation training centres, inspired by the Harvard Win/Win negotiation method. This method is designed for sales managers, purchasing managers, human resources managers, commercial managers, team and project managers, executives and elected representatives. You can also take the training courses for your private relationships: divorce, disagreements in the event of succession, etc. Since 1984, CEN consultants and clients have benefited from the latest advances in research and innovation in negotiation and conflict management.

The CEN team is made up of around fifteen consultants and negotiation practitioners, most of whom have held operational positions in companies. They are also experts in behavioural sciences and models for developing managerial skills, such as Vincent Reille, Managing Director, and Gian-Carlo Greco, consultant. "We are negotiation and influence strategy trainers, capable of meeting a wide range of needs".. Thanks to the mobility of its consultants, CEN is able to provide training throughout the world (Canada, China, India, United States, etc.), in several languages: English, Spanish and Italian. Our trainers are committed to integrative negotiation, whatever the subject: management negotiation, human resources, organisation, purchasing, etc. Numerous clients (Orano, Danone Vinci, Engie, etc.) have been placing their trust in CEN for many years, thanks to the ease with which the method can be applied immediately and the creative options it brings to the negotiation process.

3,000 principled negotiators trained each year

There are four negotiator profiles: the aggressive competitive, the effective competitive, the conciliatory cooperative and the assertive cooperative. CEN trains the latter. "Always be ready to negotiate, but never negotiate without being ready". The CEN team adapts to each company's culture, management model and organisation in order to offer a teaching structure tailored to each individual case, within or between companies, with each module lasting two to three days (mutual gains strategy, difficult and complex negotiations, mental preparation, leadership, change management, etc.). Containment has made it possible to develop new dynamics and new formats, such as hybrid training made up of face-to-face and distance learning, which has made it possible to develop training abroad.

The CEN's teaching approach is based on post-training feedback from all participants, with a special one-hour one-to-one session to discuss individual issues. The trainers pass on their expertise through role-playing (75% of the training course), so that participants can draw on behaviours adapted to each situation. The aim of the CEN is to professionalise negotiators over the long term. Some large companies request training courses from one year to the next to update their techniques and knowledge in the field of negotiation (at the height of neuroscience, body language, etc.). The CEN provides additional tools to make negotiators increasingly effective. 3000 reasoned negotiators are trained every year.

The mutual gains strategy

This module forms the basis of the course offered by Cenego, representing 80% of the centre's activity. It is essential for acquiring a common language, a common culture that helps understanding and conflict resolution... "It is essential to use the organisation's internal social tools to apply the best solutions to the problems identified".. Negotiations are first conducted internally, before developing a joint strategy. The philosophy of interest-based negotiation takes into account the interests of both parties, while preserving the relationship. It is not necessary to reach an agreement if the interests of both parties are not guaranteed.

The Mutual Gains Strategy module requires the integration of seven elements: the interest of negotiation, objectives, objective criteria, creative options, alternative solutions, communication (listening, questioning and argumentation) and relationships (empathy, assertiveness), thus acting on the know-how and interpersonal skills of each aspiring negotiator.


See also

Social negotiations: beware of the three false leads!

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