IFCAM

Course: Negotiate to adhere

September 15 - 16, 2020

Negotiate to adhere

Find win-win deals

General informations

Goal

At the end of this training, participants will be able to:

• to position themselves as strategic interlocutors in the negotiation,
• to turn the preparation into a real asset,
• to structure their negotiation process,
• identify their strengths and areas for improvement in the negotiation.

Prerequisites

• No specific prior knowledge required.

Public

Collaborators, experts or managers having to negotiate in a professional situation with collaborators, customers, suppliers

levels

fundamentals

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Program

descriptive

Identify the situations and conditions of the negotiation

• What is trading?
• Check that the conditions of the negotiation are well met
• Negotiate in a win-win context
• What are the principles to respect for successful negotiations?

Prepare for negotiations

• Position yourself as a "strategic" interlocutor
• Situate issues, objectives and strategy
• From a model, elaborate its preparation grid
• Adopt a state of mind that favors a favorable outcome

Adopt a structured approach to conducting negotiations

• Respect the chronology of the steps
• Use techniques for collecting useful information
• Associate your interlocutor in search of a solution

Find balanced agreements while defending your interests

• Defend and value your solution
• Propose alternatives rather than giving in
• Broaden the scope of negotiation if necessary

Get to know each other better to negotiate better

• Situate yourself by means of the assertion test (Dominique Chalvin)
• Identify your bargaining position and your areas for improvement and build your action plan for improvement

Further information

Teaching method

Pedagogy is based on:

• an alternation of methodological contributions, exercises and exchanges of experience between participants in peer groups,
• scenarios, with audio recording, based on the learning cases or cases provided,
• a personalized action plan to improve your trading practice.

speakers

Consultant trainer specialized in professional efficiency