September 17 - 18, 2019

Negotiate to adhere

Find win-win deals

General informations


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

  • to position themselves as strategic interlocutors in the negotiation,
  • to turn the preparation into a real asset,
  • to structure their negotiation process,
  • identify their strengths and areas for improvement in the negotiation.


  • No specific prior knowledge required.agreement, brainstorming, businessrawpixel / Pixabay



Identify the situations and conditions of the negotiation

  • What is trading?
  • Check that the conditions of the negotiation are well met
  • Negotiate in a win-win context
  • What are the principles to respect for successful negotiations?

Prepare for negotiations

  • Position yourself as a "strategic" interlocutor
  • Situate issues, objectives and strategy
  • From a model, elaborate its preparation grid
  • Adopt a state of mind that favors a favorable outcome

Adopt a structured approach to conducting negotiations

  • Respect the chronology of the steps
  • Use techniques for collecting useful information
  • Associate your interlocutor in search of a solution

Find balanced agreements while defending your interests

  • Defend and value your solution
  • Propose alternatives rather than giving in
  • Broaden the scope of negotiation if necessary

Get to know each other better to negotiate better

  • Situate yourself by means of the assertion test (Dominique Chalvin)
  • Identify your bargaining position and your areas for improvement and build your action plan for improvement

Further information

Teaching method

Pedagogy is based on:

  • an alternation of methodological contributions, exercises and exchanges of experience between participants in peer groups,
  • scenarios, with audio recording, based on the learning cases or cases provided,
  • a personalized action plan to improve your trading practice.

Program taught in:
  • French

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Last updated September 2, 2019
This course is Campus based
Start Date
2 days
654 EUR
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