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

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EMO

THE NEGOTIATOR'S EMOTIONS

Knowing how to turn them from obstacles into allies

BENEFITS OF THE TRAINING

  • Transforming my emotions into allies in difficult times
  • Identify body language, my own and the other person's, to adapt my communication

OBJECTIVES

  • To better understand the emotional mechanics of human functioning
  • Discovering the triggers of negative emotions
  • Exploring the 5 central concerns at work, beyond reason
  • Defuse negative emotions and arouse positive ones

PREREQUISITE :

STGM, STGM SOC or STGM SANTÉ (available in INTRA)

Important : This training is a reinforcement module and requires a pre-requisite 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, whatever their sector of activity, who have to negotiate as part of their job.

We cover the whole spectrum of negotiations, including commercial, financial, social, managerial, political and geo-political issues.

PROGRAMME

DAY 1

Home / "my troublesome emotions" / expectations / framework / programme

Sequence 1: Identifying what alters my negotiation behaviour

  • The 4 main emotions and emotional mechanics
  • Becoming aware of my image under the influence of emotion

Sequence 2: Discovering the 5 central concerns that cause negative emotions

  • Harvard's conceptual breakthrough for addressing emotion
  • The 5 basic needs: appreciation, affiliation, autonomy, status and role

Sequence 3: Recognising the emotion / Acting on the trigger

  • Understanding the value of acting on the trigger of the emotion
  • Acquire a meta-communication perspective

DAY 2

Home : Body exercises / breathing

Sequence 1: Stop fighting my emotion

  • Identify the core concerns that are most sensitive to me
  • Use techniques to step back and calm the emotion

Sequence 2: Dealing effectively with the other person's emotion

  • Core concerns in action: nurturing the need for the other
  • Concrete tools to defuse negative emotions in the other person

Sequence 3: Generating positive emotions to advance mutual gains

  • Re-establishing a healthy relationship to open the ground for cooperation
  • Anchoring practices in the 7 key elements of the Mutual Gains Strategy
  • 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

"Managing your emotions

THE NEGOTIATOR'S NON-POSITIVE

THE VOICE OF THE NEGOTIATOR

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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