STGM REMOTE
THE MUTUAL GAINS APPROACH
(In English)
Moving from compromise to creative solutions
OBJECTIVES
- Constructively managing the tension between the competitive and cooperative aspects of negotiation
- Diagnosing my negotiation style and measuring its impact
- To have a structured framework to prepare, conduct and follow up my negotiations
- Building enforceable and sustainable agreements
PRE-REQUISITE
- None
INVOLVED PUBLIC
All professionals, whatever their sector of activity, have to negotiate in their functions. We cover the entire field of negotiations, whether commercial, financial, social, managerial, political, geo-political among others.
PROGRAM
1. Develop a strategic approach to negotiations to approach them with confidence
- The 7 key elements of the method
- The complete preparation guide
2. Create a favourable climate
- Personal barriers to communicatio
- The keys to active listening
3. Moving away from positional wars
- Avoiding a showdown
- Defending my interests and discovering those of the other
- • Using «objective criteria
- Get the other to use the same rules of play
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. Dealing with bad faith
- Recognising and unmasking common tactics
- Defusing the processes of blackmail, threats, manipulation …
- Using metacommunication
7. Increasing power
- • Find and evaluate my Best Alternative Solution (BATNA) to a negotiated agreement and that of the other
- Mastering my fear of failure to empower myself
8. Diagnosing my negotiation style
- Identify my individual attitudes and tactics
- Define my negotiator profile
- Assessing my strengths and areas of «effort»
See +
- INTER
1990 € HT
4 SESSIONS + FEEDBACK
+ INDIVIDUAL COACHING
DATES 2024
12, 13 & 16, 17 déc + 24 jan
STGM ENG DIS
100% operational training based on practical cases and scenarios. Each participant leaves with a personalised action plan
RELATED TO THE TRAINING
Négocier à distance : comment rester bien connectés
- 30 mars 2020·
La période est à la distanciation sociale. Nous rencontrons nos collègues, nos clients, nos fournisseurs, exclusivement par téléphone, visio-conférence ou simple mail.
Ceci se passe dans un contexte économique dégradé, ralenti, où il est difficile de se concentrer et, pour certains, difficile d’y croire...
Comment bâtir et inspirer confiance en négociation ?
- 10 mars 2020·
- VIDÉOS /
Par Michel Ghazal
Inspirer et bâtir la confiance termine la série des 10 vidéos comme annoncé en septembre dernier. C’est une clé pour réussir. Sans confiance, point de salut.
Les 3 erreurs à éviter pour réussir vos négociations
- 21 janvier 2020·
- VIDÉOS /
Par Michel Ghazal
Pour accroitre votre sentiment de satisfaction du résultat de vos négociations, il faut absolument éviter ces 3 erreurs.