Negotiation Training

Upcoming trainings

Paris on 27, 28 November and 4 December 2017

Cost: 1450 € excl. taxes 

or 1 740 € VAT included

To see the terms of payment and refund, click here

For more information
contact Ayça

Discover the mechanisms of negotiation

    • 09:30 – 11:00
    • Presentation of trainers and participants. Their experiences of conflicts. Presentation of the training.
      Determine the purpose of your negotiation . Understand what negotiation is and the five solutions they can lead. How to choose your goal. How to choose the best solution in each case.
  • 11:00 – 11:15 – Coffee break
    • 11:15 – 12:30
      • How to reach your goal
      • Understanding and overcoming barriers to an agreement
        • Barriers to the Existence of Bargaining
        • Relational problems : How to restore communication
        • The lack of information: How to give / receive / replace missing information?
        • Obstacles to agreement
        • Structural obstacles : How to overcome them
        • Conflicts of interest : How to deal with them – reasoned negotiation
        • Conflicts of values : How to reconcile them – unreasoned negotiation
  • 12:30 – 14:00 – Lunch
    • 14:00 – 15:30
    • Case study : 196/5000
      Analysis of a case – determination of the negotiation strategy
      Prepare and offer negotiation. Why, when and how to accept or reject a negotiation offer. Negotiate negotiation.
  • 15:30 – 15:45 – Coffee break
    • 15:45 – 17:30
    • Exercise of negotiation.

At the negotiating table

    • 09:30 – 11:00
    • The role of emotions in negotiation.
      Emotional intelligence: how our brain processes emotions and logic.
      The role of emotions in our negotiating behavior.
      The three levels of communication.
      The need for deep communication.
      Exercises
  • 11:00 – 11:15 – Coffee break
    • 11:15 – 12:30
    • How to communicate in negotiation
      Active listening empathic. Exercises.
      Nonviolent communication. Exercises.
  • 12:30 – 14:00 – Lunch
    • 14:00 – 15:30
    • Exercise of negotiation.
  • 15:30 – 15:45 – Coffee break
    • 15:45 – 17:30
    • How to Generate Positive Emotions and Control Negative Emotions
      Exercise of negotiation.

Difficult Negotiations – Different Negotiators

    • 09:30 – 11:15
    • The art of conviction in negotiations: Film “12 men in anger”
      This film shows how an American juror changes the 11 other jurors in a case where all the evidence seems to be gathered. Participants will be invited to watch this film and comment on both the attitude of the various jurors and the techniques used by the juror n ° 8 to convince his colleagues.
  • 11:15 – 11:30 – Coffee break
    • 11:30 – 12:30
    • The role of negotiating personalities </ strong> Discover your personality as a negotiator. Learn how to improve your spontaneous behavior and capitalize on your natural talents. How to behave with difficult personalities. Manage local and resilient emotions. Complex multi-party negotiations. Exercises.
  • 12:30 – 14:00 – Lunch
    • 14:00 – 15:15
    • Attitudes prior to negotiation </ strong> Understand how we negotiate through a “wildlife grid”.
      Understand the other and lead to productive behaviors
  • 15:15 – 15:30 – Coffee break
    • 15:30 – 17:15
    • Exercise of negotiation then resumption of the same case in mediation
    • 17 :15 – 17 :30
    • How to overcome the obstacles in negotiation?
      What services can a third party make in difficult negotiations?
      Moving from a negotiation to X parties to a mediation to X + 1 parts
      Conclusion on seminar and action plan