Objectives
The "Negotiation" training course is designed to develop and reinforce negotiation skills to improve effectiveness in managing professional relationships, resolving conflicts and achieving win-win results.
It has several pedagogical objectives:
- Acquire the fundamentals of negotiation,
- Develop a strategic approach to negotiation,
- Manage relationships and power in negotiation,
- Master negotiation techniques and tactics,
- Adapt your approach to cultural differences and the varied sensitivities
sensitivities of interlocutors,
- Draw up a personal action plan to apply the skills acquired in future
future negotiations.
Target audience & prerequisites
Duration & Organization
- 600 euros (incl. VAT) for "essential training", i.e. 3 x 2 hours of training.
- 1,200 euros (incl. VAT) for "classic formula" training, i.e. 6X2h of training.
- 1,800 euros (inc. VAT) for "in-depth training", i.e. 9 x 2 hours of training.
Depending on the formula chosen, the program elements are more or less in-depth. The number of exercises on offer and the degree of personalization are greater in the classic and in-depth formulas.
Please contact us at info@orientaction.com for a quote.
The course
DAY 1: Understanding the fundamentals of negotiation - 7 hours
Morning (3h30)
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.
Afternoon (3h30)
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).
DAY 2: Deepening and applying negotiation skills - 7 hours
Morning (3h30)
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).
Afternoon (3h30)
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.
Target skills
The "Negotiation" course aims to develop the following skills:
- Prepare and plan a negotiation,
- Master communication and influence techniques,
- Identify objections and resistance, and respond constructively,
- Adapt your strategies according to the issues at stake, the people you're talking to and
the evolution of discussions, - Build and maintain relations of trust with the other party, even in situations
where there is disagreement, - Develop negotiating leadership capable of positively influencing the process,
- Know how to manage coalitions, alliances or conflicts of interest in complex negotiations.
Teaching resources, methods and supervision techniques
During the "Negotiation" training course, trainees are accompanied by an expert trainer. The trainer uses the following teaching aids and techniques:
- Action plan,
- Theoretical input,
- Practical exercises,
- Role-playing situations,
- Concrete examples and case studies,
- Debriefing,
- Self-evaluation,
- Continuous feedback.
Conditions for distance learning
There are several possible ways of organizing the event:
MEANS OF ORGANIZING FACE-TO-FACE TRAINING
You have a choice of training courses:
- On the premises of ORIENTACTION, based in Le Mans,
- On-site: the trainer trains at your company (travel costs
and accommodation calculated in the quote).
WAYS OF ORGANIZING DISTANCE LEARNING
- Training will be carried out via synchronous distance learning using the ZOOM tool,
- Links to ZOOM will be provided by the training center.
REMOTE PEDAGOGICAL AND TECHNICAL SUPPORT AND ASSISTANCE
Support and assistance are provided by the same trainer as the one delivering the training. This support and assistance is provided by e-mail or, in an emergency, by telephone. The trainer's contact details are provided at the start of the course. The trainer must reply within 48 hours. If the trainer cannot be reached within this time, please contact the person in charge of training, whose contact details are given in the welcome booklet.
Means for monitoring action implementation and results
During the training, you :
- Fill in a sign-in sheet.
On completion of the course, you will :
- Take a knowledge assessment quiz to evaluate the level of knowledge and skills acquired during the course,
- Complete a satisfaction questionnaire to assess the quality of the training (trainer's pedagogical skills, quality of teaching aids, etc.).
People with disabilities
Training is open to all, and all types of disability will be taken into account within the limits of the skills, human and material resources available for the training course. If ORIENTACTION does not have the material, technical and human resources to meet the needs of a disabled participant, the latter will be referred either to the ORIENTACTION group's disability advisor, or to a partner organization of the ORIENTACTION group.
Access procedures and deadlines
All requests for training are accompanied by a quotation specifying the cost (including VAT) of the training, as well as the dates on which it will take place. The estimate is sent in electronic format by e-mail. Once the estimate has been accepted and the training agreement signed, the training can begin. For information on how to postpone or cancel a training session, please refer to the terms and conditions available by clicking here: https://www.orientaction- groupe.com/cgv/
Price and financing of your service
- 840 euros incl. VAT for 14 hours of training, i.e. 60 euros / hour.
If you are interested in this training course, please request a quote from Cindy Guilmeau, ORIENTACTION training manager.
07.82.79.78.01
cindy.guilmeau@orientaction.com
This exchange will also be an opportunity to listen to and better understand your needs, so that we can choose the trainer and methods best suited to meet them.