Course: Perfecting Your Negotiation to Adhere

General

2 locations available

Program Description

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

agreement, brainstorming, businessrawpixel / Pixabay

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

Last updated Jan 2020

About the School

L’IFCAM est l’Université du Groupe Crédit Agricole, centre d’investissement et de développement du capital humain, au service des ambitions du projet de groupe CA. Créé en 1976, à l’initiative des Cai ... Read More

L’IFCAM est l’Université du Groupe Crédit Agricole, centre d’investissement et de développement du capital humain, au service des ambitions du projet de groupe CA. Créé en 1976, à l’initiative des Caisses régionales de Crédit Agricole, le périmètre de l’IFCAM s’est élargi en 2001, avec la création de l’entité Crédit agricole SA et l’intégration des filiales. Read less
Montrouge , Paris + 1 More Less