Goal

Focus on adherence by optimizing your ability to influence and negotiate, while avoiding interpersonal tensions.

Learning objectives

• Identify your bargaining power to better embody it on a daily basis and understand its impact.
• Discover the negotiation process and experience the process to improve your comfort in a context of negotiation and obtain consistency.

Organization

Interactive training delivered in a virtual classroom or in person, combining conceptual input, practical tools, individual exercises and group discussions.

Content

Introduction (objectives, ground rules, context)

Icebreaker

My role as a negotiator  – Thoughts

• The impact of embodying or not my role as negotiator

Major steps in negotiation

• Preparation
  • Objectives
  • B.A.T.N.A.
  • Relevant questions to ask yourself (quick reference)
• Choose the time and place
• Develop and maintain the relationship aspect
  • Communication Techniques
  • Listening
  • Basic emotions
• Identify the variables to be considered
• Identify objective criteria
• Use influence
  • Credibility and visibility
  • Speaking in terms of benefits
• Manage objections
• Press the pause bottom
• Conclusion of a negotiation
  • Alternatives
  • Obstacles

My step to go further

• Practice exercise
• My overview

The evaluation

Duration :
Note :

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