Course: Perfecting Your Negotiation to Adhere IFCAM

June 4 - 5, 2020

December 1 - 2, 2020

Perfect your negotiation to adhere

Find lasting agreements for high-stakes situations

General informations

Goal

At the end of this training, participants will be able to:

• to prepare and prepare for complex negotiations,
• to negotiate where the respective interests of the parties are identified, debated,
• to incorporate into their future negotiations significant areas for improvement,
• take a step back to better analyze the situations and people involved.

Prerequisites

No specific prior knowledge required

Prior to this training, participants will have reached the level:

• Negotiate to adhere

Public

Collaborators, experts or managers wishing to strengthen their capacities to convince and influence in situations with high stakes (non-commercial context)

levels

improvement

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Program

descriptive

Review your negotiation practice

• Identify qualities and areas for improvement
• List complex cases encountered and analyze the results obtained
• To evaluate both the know-how and the know-how from a grid of aptitudes (skills)
• Identify your negotiating style

Adopt win-win mode

• Orienting preparation on issues and mutual interests
• In preparation, determine the levers for negotiation, its objectives and room for maneuver
• Analyze the balance of power
• Define your strategy

Assert your interests through a structured approach

• Keep control of your negotiation talks
• Practice
• Work on concessions and counterparties
• Engage the other party, conclude

To know oneself and to decipher the other

• Analyze the basic needs of each interlocutor
• Identify your negotiating style and interactions with other styles
• To understand not to suffer

Treat complex cases and self-evaluate

• Analyze where the complexity comes from and learn to apply some basic principles of negotiation
• Train to negotiate in filmed scenarios and analyze negotiation talks
• Manage your emotions
• Write an action plan to improve your practice

Further information

Teaching method

Pedagogy is based on:

• an awareness of its practices in a negotiation situation using an evaluation grid,
• times of exchange of experiences between professionals,
• methodological contributions delivered as and when needed, the statement of some principles,
• the collective analysis of the individual negotiation practices resulting from the scenarios,
• a personalized action plan.

It is strongly recommended to come to this internship with its own cases of negotiation, of course, anonymized.

speakers

Consultant trainer specialized in professional efficiency