Training negotiation

A through approach

To ensure that your training time with us is your best investment, we make sure that our training negotiation certified Qualiopi transforms your practices.

We define and validate with you what is most important to you in order to best benefit from the advantages that your company has, both at the organizational level and in terms of relationships and balance of power.

We stand by your side in transforming your practices. Individually and collectively, we ensure the evolution of your practices towards excellence.

Training negotiation

A through approach

To ensure that your training time with us is your best investment, we make sure that our training negotiation certified Qualiopi transforms your practices.

We stand by your side in transforming your practices. Individually and collectively, we ensure the evolution of your practices towards excellence.

Process

Prepare

1/4

Train

2/4

Stabilize

3/4

Grow

4/4

Mobilized methods

Pedagogical methods

Presentations

The techniques and tools presented are the subject of short presentations, abundantly illustrated by concrete examples from purchasing negotiations.
Participants are of course invited to react, provide their comments, and bring their own concrete cases, on which the consultant provides insights and recommendations based on the tools presented.

Simulations

Approximately 70% of the training time is dedicated to the application of techniques and methods presented during simulated negotiation interviews. These interviews are based on scenarios describing real situations experienced by the trainees.
All simulations are filmed and then analyzed in detail by the consultant who comments and provides personalized advice and recommendations.
Each simulation proceeds in four phases :

1

A preparation phase : Participants receive a de-identified real negotiation case and prepare this negotiation in a team (learning through socialization) using the techniques and methods studied.
2

A simulation phase : Participants enter into negotiation in pairs. All simulations are filmed and followed by the other participants, who act as observers.
3

A debriefing phase : Participants are invited to debrief both the technical preparation and the negotiation process based on the video sequences. This phase leads to exchanges between participants, who are guided in their reflections by the consultant who helps them to formulate their observations.
4

A synthesis and formalization phase : Following the exchanges, the consultant presents a summary of the strengths and areas for improvement, provides recommendations and personalized advice, and formalizes the tools, methods, and negotiation techniques highlighted.

Evaluation of results at the end of the training negotiation

Evaluation

The presence of trainees will be ensured by the signing of attendance sheets for each half-day of training as well as by the consultant who delivered the training.
The assessment of results will be made by implementing an evaluation procedure that will determine if the trainee has acquired the knowledge that mastery constitutes the initial goal of the action.
The evaluation procedure will take the form of an evaluation grid / MCQ which will be returned by the trainee at the end of the training. The consultant will record the participants’ answers. When they do not reach consensus, he will focus on the question and provide the necessary explanations. The consultant ensures that each participant has understood the question and that there is no uncertainty.

Certificate

At the end of the training, a certificate mentioning the objectives, the nature, and the duration of the action and the results of the training evaluation will be given to the trainees.

Study of all situations of disability

Disabilities pictograms: visual, motor, hearing

Process

Prepare

1/4

Train

2/4

Stabilize

3/4

Grow

4/4

Mobilized methods

Pedagogical methods

Presentations

The techniques and tools presented are the subject of short presentations, abundantly illustrated by concrete examples from purchasing negotiations.
Participants are of course invited to react, provide their comments, and bring their own concrete cases, on which the consultant provides insights and recommendations based on the tools presented.

Simulations

Approximately 70% of the training time is dedicated to the application of techniques and methods presented during simulated negotiation interviews. These interviews are based on scenarios describing real situations experienced by the trainees.
All simulations are filmed and then analyzed in detail by the consultant who comments and provides personalized advice and recommendations.
Each simulation proceeds in four phases :

1

A preparation phase : Participants receive a de-identified real negotiation case and prepare this negotiation in a team (learning through socialization) using the techniques and methods studied.
2

A simulation phase : Participants enter into negotiation in pairs. All simulations are filmed and followed by the other participants, who act as observers.
3

A debriefing phase : Participants are invited to debrief both the technical preparation and the negotiation process based on the video sequences. This phase leads to exchanges between participants, who are guided in their reflections by the consultant who helps them to formulate their observations.
4

A synthesis and formalization phase : Following the exchanges, the consultant presents a summary of the strengths and areas for improvement, provides recommendations and personalized advice, and formalizes the tools, methods, and negotiation techniques highlighted.

Evaluation of results at the end of the training negotiation

Evaluation

The presence of trainees will be ensured by the signing of attendance sheets for each half-day of training as well as by the consultant who delivered the training.
The assessment of results will be made by implementing an evaluation procedure that will determine if the trainee has acquired the knowledge that mastery constitutes the initial goal of the action.
The evaluation procedure will take the form of an evaluation grid / MCQ which will be returned by the trainee at the end of the training. The consultant will record the participants’ answers. When they do not reach consensus, he will focus on the question and provide the necessary explanations. The consultant ensures that each participant has understood the question and that there is no uncertainty.

Certificate

At the end of the training, a certificate mentioning the objectives, the nature, and the duration of the action and the results of the training evaluation will be given to the trainees.

Study of all situations of disability

We improve the performance of your teams with our training negotiation !

Work together

We improve the performance of your teams with our training negotiation !

Work together

Training negotiation

All our training can be delivered either in person, remotely, or by mixing the two.

How to negotiate

Dedicated to those who wish to structure their negotiation practices to gain ease in their position and deal with any situation.
Prerequisites : None
Average duration : Two days
The operational objectives of the training are :
- Preparing a room for maneuvering
- Ordering different negotiation objectives
- Optimizing the negotiation unfolding
- What is negotiation ? The 4 different methods when dealing with diverging interests
- The consequences of the negotiator’s behavior : the willingness to reach an agreement, and the ability to overcome long-term tensions without giving in

I. Objectives and preparation of the Negotiation

Knowing how to accurately identify the negotiation objectives to overcome diverging interests. The two characteristics of a negotiation objective, are the appreciation of the conflictuality of the negotiation. The agenda.
Define the available flexibility that one needs to allow oneself to possibly reach an agreement with the other party. Determining the room for maneuvering of different objectives: the three levels for each objective. The notions of the objective point of resistance.
Anticipate concessions you are ready to grant and the impact of its level on the negotiation.
Guard against the resistance of the other party by respecting demands for quid pro quo at each step. Evaluate the balance of concessions and counterpoints.
Organize the different negotiation objectives. The hierarchy of different negotiation objectives. Its impact on the negotiation process.

II. Argumentation systems

The founding principles of conducting negotiation rounds. The practical application of these principles
The argumentation generation. Its consequences on negotiation management
The right way to handle concessions

Price : according to the individualized program – Consult us.

Negotiate as an expert

When negotiation is central to your job, it is no longer enough to cope, but to optimize the level of agreements to be obtained to negotiate as an Expert. Learn to master the most effective negotiation techniques in the context of your duties.
Implement the right behaviors over time and ensure the optimization of performance by getting support.
Prerequisites : Having faced negotiation situations
Average duration : 4 days estimated
The operational objectives of the training are :
- Develop negotiation strategies
  - Analyze my environment
  - Use the right negotiation strategies
- Deploy the winning course

I. Negotiate as a tactician

Identify the key elements to choose the tactic best suited to your situation ob your market facing all the other parties
Determine the key elements of a negotiation model
Construct the 9 strategies to deploy by identifying when and how to do it

II. Deploy the winning course

Identify the elements structuring the adequacy between the deployment process and the negotiator’s mission
Use the pressure of stakes and the pressure of time in the organization
Organize the contribution of my negotiation team to make it a winning advantage

Price : according to the individualized program – Consult us.

Renew my practice

When you are already an expert and need to refresh and even renew your practice, we offer you the opportunity to revise your negotiation techniques in the light of the challenges structuring your competitive environment. You will refine these techniques that you master in depth, but also your negotiation practice by introducing new tools and postures.
Prerequisites : Having followed one of the previous two modules
Average duration : 2 days estimated
The operational objectives of the training are :
- Anchor and update good negotiation practices to optimize your agreements
- We propose to engage your negotiators in an updating work to position your initiatives with your partners while acknowledging the evolution of the game in your markets.

I. Positioning Map

Determine the actors with whom to take initiatives
Qualify the nature of these initiatives
Determine a strategic planning to deploy with each one

II. Deploy winning practices

Identify the impact of initiatives on negotiation practice in order to identify which ones to modify, delete, add
Identify the role and posture of each member of the organization in the face of these new practices
Build an evolution roadmap of both individual and collective practices to be ready on time

Price : according to the individualized program – Consult us.

Training negotiation

All our training can be delivered either in person, remotely, or by mixing the two.

How to negotiate

Dedicated to those who wish to structure their negotiation practices to gain ease in their position and deal with any situation.
Prerequisites : None
Average duration : Two days
The operational objectives of the training are :
- Preparing a room for maneuvering
- Ordering different negotiation objectives
- Optimizing the negotiation unfolding
- What is negotiation ? The 4 different methods when dealing with diverging interests
- The consequences of the negotiator’s behavior : the willingness to reach an agreement, and the ability to overcome long-term tensions without giving in

I. Objectives and preparation of the Negotiation

Knowing how to accurately identify the negotiation objectives to overcome diverging interests. The two characteristics of a negotiation objective, are the appreciation of the conflictuality of the negotiation. The agenda.
Define the available flexibility that one needs to allow oneself to possibly reach an agreement with the other party. Determining the room for maneuvering of different objectives: the three levels for each objective. The notions of the objective point of resistance.
Anticipate concessions you are ready to grant and the impact of its level on the negotiation.
Guard against the resistance of the other party by respecting demands for quid pro quo at each step. Evaluate the balance of concessions and counterpoints.
Organize the different negotiation objectives. The hierarchy of different negotiation objectives. Its impact on the negotiation process.

II. Argumentation systems

The founding principles of conducting negotiation rounds. The practical application of these principles
The argumentation generation. Its consequences on negotiation management
The right way to handle concessions

Price : according to the individualized program – Consult us.

Negotiate as an expert

When negotiation is central to your job, it is no longer enough to cope, but to optimize the level of agreements to be obtained to negotiate as an Expert. Learn to master the most effective negotiation techniques in the context of your duties.
Implement the right behaviors over time and ensure the optimization of performance by getting support.
Prerequisites : Having faced negotiation situations
Average duration : 4 days estimated
The operational objectives of the training are :
- Develop negotiation strategies
  - Analyze my environment
  - Use the right negotiation strategies
- Deploy the winning course

I. Negotiate as a tactician

Identify the key elements to choose the tactic best suited to your situation ob your market facing all the other parties
Determine the key elements of a negotiation model
Construct the 9 strategies to deploy by identifying when and how to do it

II. Deploy the winning course

Identify the elements structuring the adequacy between the deployment process and the negotiator’s mission
Use the pressure of stakes and the pressure of time in the organization
Organize the contribution of my negotiation team to make it a winning advantage

Price : according to the individualized program – Consult us.

Renew my practice

When you are already an expert and need to refresh and even renew your practice, we offer you the opportunity to revise your negotiation techniques in the light of the challenges structuring your competitive environment. You will refine these techniques that you master in depth, but also your negotiation practice by introducing new tools and postures.
Prerequisites : Having followed one of the previous two modules
Average duration : 2 days estimated
The operational objectives of the training are :
- Anchor and update good negotiation practices to optimize your agreements
- We propose to engage your negotiators in an updating work to position your initiatives with your partners while acknowledging the evolution of the game in your markets.

I. Positioning Map

Determine the actors with whom to take initiatives
Qualify the nature of these initiatives
Determine a strategic planning to deploy with each one

II. Deploy winning practices

Identify the impact of initiatives on negotiation practice in order to identify which ones to modify, delete, add
Identify the role and posture of each member of the organization in the face of these new practices
Build an evolution roadmap of both individual and collective practices to be ready on time

Price : according to the individualized program – Consult us.