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

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DISC

DISCUSS THE INDISPUTABLE

Tackling the tough issues

BENEFITS OF THE TRAINING

  • Mastering the steps to successfully conduct my difficult interviews
  • Controlling the emotional dimension to make it less stressful and more productive
  • Use the tools of the "Mutual Gains Strategy" to effectively manage relational issues and rational problems

OBJECTIVES

  • Identify the 3 conversations underlying a difficult topic
  • Conducting an interview on a sensitive subject with people who reject everything
  • Delivering bad news effectively without jeopardising the relationship
  • Mastering techniques for breaking down barriers to cooperation to achieve a successful and sustainable outcome.

PREREQUISITE :

STGM, STGM SOC or STGM SANTÉ (available in 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 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. Conducting an interview on a difficult topic

  • Why is my poor management not due to the subject matter but to what I think about it?
  • What are the risks and costs of avoiding difficult conversations?
  • What are the preconceived notions that disrupt communication?

2. Define a new frame of reference for managing difficult interviews

  • What is the classic approach to a difficult conversation?
  • Why does it block communication?
  • How to deal with the three underlying levels of the exchange: what happened, the feelings involved and the affirmation of identity?
  • What are the new principles to be adopted?

3. Tackling a difficult conversation 

  • How do you separate interest and purpose? What is the difference between a good and a bad goal?
  • How to formulate the objective to optimise the result?
  • What are the risky tactics to avoid and what are the mistakes that lead to their use?

4. Managing interactions

  • How to start a difficult conversation and avoid putting the other person on the defensive?
  • How to use the power of active listening?
  • How do we get to the bottom of this?
  • How to speak clearly and persuasively?

5. Rectify the situation

  • How do I react if the other person doesn't want to talk to me, attacks me personally, doesn't want to listen to what I have to say?
  • How to use reframing when the other person engages in destructive controversy?
  • How can we 'name' the destructive behaviour or the rules of the game to move towards a 'constructive problem solving' approach?
See more
  • INTRA
IN PRESENTATION

Session of 4 (min) 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

"How to conduct difficult discussions?"

NEGO 3

THE NEGOTIATOR'S NON-POSITIVE

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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