MODULE 1: Understanding the Basics of Negotiation

1 Introduction to negotiation

• Definition and importance of negotiation in a professional context,
• Identify negotiation situations in the participant's daily professional life.

2. Basics of negotiation communication

• The importance of active listening and reformulation,
• Non-verbal communication: reading and using body signals,
• Techniques for asking the right questions.

3. Negotiation styles

• Different negotiation styles (competitive, cooperative, accommodating, avoiding, etc.),
• Self-assessment of personal negotiating style (self-diagnostic test),
• Advantages and disadvantages of each style in different contexts.

4. Key steps to successful negotiation

• Preparation: information gathering, analysis of interests and needs,
• Definition of a clear objective, setting limits (BATNA - Best Alternative To a Negotiated Agreement),
• Persuasion strategies and concessions,
• Practical exercise: a simple case study to identify negotiation styles and put the preparation phase into practice.

5. Developing a negotiation strategy

• Analysis of the other party's strengths and weaknesses,
• Definition of SMART objectives (Specific, Measurable, Achievable, Realistic, Time-bound),
• Techniques for remaining flexible while defending your own interests.

6. Negotiation techniques and tactics

• Distributive (win-lose) and integrative (win-win) negotiation,
• Tactics of influence: anchoring, reciprocal concessions, false impasse, decoy, etc.
• Handling objections and resistance.

7. Managing emotions and stress in negotiation

• Techniques for staying calm and confident under pressure,
• Managing conflict and emotional tension,
• Transforming a conflict situation into an opportunity for cooperation,
• Practical exercise: simulation of a negotiation in a real-life business context with personalized feedback (role-playing).

MODULE 2: Deepening and Applying Negotiation Skills

1 Negotiation and power

• Identify sources of negotiating power (information, legitimacy, expertise, network, etc.),
• Maximize your negotiating power while building a relationship of trust,
• Influence of power relations on negotiation results.

2. Importance of interpersonal relations

• Building trust and maintaining positive relations with the other party,
• The impact of emotions and psychology on the negotiation process,
• The difference between short- and long-term negotiation.

3. Negotiating in an intercultural context

• Challenges and particularities of negotiations in a multicultural context,
• Understanding and managing cultural differences,
• Adapt your negotiating style to cultural sensitivities,
• Practical exercise: analysis of an intercultural negotiation situation (case study based on international contexts, with debriefing).

4. Complex negotiation techniques

• Management of a multi-party or multivariate negotiation,
• Managing coalitions and alliances,
• Common mistakes in complex negotiations and how to avoid them.

5. Negotiation and leadership

• The role of the leader in negotiation,
• Reconciling leadership and compromise,
• Develop negotiating leadership to unite around shared decisions,
• Final exercise: real-life scenario based on a complex negotiation, with feedback.

6. Summary and conclusion

• Summary of skills acquired during training,
• Personal assessment of strengths and areas for improvement,
• Draw up an individual action plan to integrate negotiation techniques into professional practice.