Download the INTER 2023 catalogue
Centre Européen de la Négociation - Negotiation Skills Training - Consulting & Coaching
Centre Européen de la Négociation - Negotiation Skills Training - Consulting & Coaching
BENEFITS OF THE TRAINING
OBJECTIVES
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 have to negotiate in their jobs. We cover the entire field of negotiations, whether commercial, financial, social, managerial, political, geo-political or other.
PROGRAMME
1. Identify the 5 barriers to cooperation and understand the underlying motivations for problematic behaviour
2. Define a response strategy based on the power of surprise
3. Avoid reacting by regaining my balance in the face of destabilisation, by refraining from making decisions in the heat of the moment
4. Disarm the other party by defusing their attack rather than opposing it in order to create an atmosphere of problem solving
5. Changing the rules of the game by introducing the other party to the principles of "Interest-based Negotiation", learning how to neutralise their obstructionist tactics and attacks and to foil their tricks
6. Build a bridge that provides an honourable way out for my interlocutor
7. Use my power to make the other person think, not to bend them
8. Establish and improve my "off-table" solutions
9. Know how to use my alternatives without provoking, to defuse the reaction
10. Turning the opponent into a partner by seeking to overcome the problem together rather than overcoming the other
DATES IN PARIS 2023
19, 20 June
DIFF 06/23
14, 15 September
DIFF 09/23
30 Nov, 1 Dec
DIFF 11/23
Session of 9 to 12 people (max):
3 days
Session of 4 to 8 people (max):
2 days
DATES
To be defined together
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