SOCIAL AND COLLECTIVE NEGOTIATIONS

INCLUDED before the course: Test to assess your negotiation skills
of the Mutual Gains Strategy

INCLUDED at start-up: Negotiation Abilities Test (N.A.T.)

INCLUDED Post-training: Test to validate prior learning

1. Developing a strategic approach to social negotiations

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

2. Overcoming fundamental disagreements

• Personal barriers to communication
• The keys to active listening

3. Moving away from positional wars

• Acknowledging both the existence of a power relationship and the importance of the problem to be resolved
• Expressing my interests and learning to discover those of others
• Relying on "objective criteria
• Defining the rules of the game that apply to everyone
  protagonists

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
• Controlling my emotions and avoiding the 2 ineffective attitudes

6. Defeating bad faith

• Recognising and unmasking common tactics
• Defusing blackmail, threats and manipulation...
• Using meta-communication

7. Understanding and measuring your power

• Find and evaluate my Best Replacement Solution
  (MESORE) to a negotiated agreement and that of the other
• Mastering my fear of failure to stay calm

8. Diagnosing my negotiation style

• Identify my individual attitudes and tactics
• Define my negotiator profile
• Assessing my strengths and areas of "effort