Negotiation in a Complex Environment

Key Objectives

• Master the key stages framing the entire commercial negotiation process.

• Develop strategies for influencing, persuading or expanding agreements.

• Identify and manage cognitive and emotional biases.

• Ensure clear and lasting formalization of agreements and evaluate the results.

• Map* your own use of the steps covering the negotiation process.

* exclusive Heat Map in 24 measured points

"FUNDAMENTALS AND ARCHITECTURE OF THE NEGOTIATION"

ONE-DAY TRAINING

TWO-DAYS TRAINING

All key objectives of the one-day training, plus:

+ Detect deadlock mechanisms and know how to use deal unlocking techniques.

+ Analyze the negotiation styles of the different stakeholders.

+ Implement strategies to counter aggressive offers.

+ Status and current role of artificial intelligence in negotiations.

Two in-company training modules are available:

A condensed one-day formula or an extended program taking place over two days, also offering more space for practical application as well as additional time to assimilate the concepts covered.

It also possible to create customized training programs (time and content) to best meet your needs (on quote).

2. STRATEGY

Identify the essential stakeholders, prepare and frame an offer

3. THE NEGOCIATION TABLE

Set the table, influence strategies, expanding the deal, active listening & perception bias, the influence of emotions

1. PREPARATION

Objectives, stakeholder mapping, adverse simulation

5. CONCLUSION

4. FORMALIZATION OF AGREEMENTS

Formalization of agreements and management of the different departments involved

Understanding how to conclude, grasping the temporal aspect, and preparing for the future

The training is conducted in-house and spans a full seven-hour day, comprising both theoretical instruction and practical exercises.

Please find here the detailed training program.

Training available in:

French ou en English.

The place of Artificial Intelligence in negotiation

Content:

in-company training 1-DAY

group: up to 14 participants

you would like a

customized in-company training?

or groups over14 participants

Module: 1 - DAY

+

A. CONFLICT STYLES

Recognizing the negotiation styles of the parties (and oneself)

C. MANAGING THE DEADLOCK IN NEGOTIATIONS

Unlocking techniques and strategies, identification of underlying factors

D. AI

B. OPTIMIZE YOUR RESULTS

Influence and Reversal Techniques. Countering an Aggressive Offer

E. EXTENDED PRACTICAL EXERCICES

Specific practical exercises

POINTS 1-5 ( one-day content)

Module: 2 - DAYS

in-company training 2-DAYS

group: up to 14 participants

The training provided stems from 17 years of expertise in managing complex negotiations , along with overseeing their enduring effects.

It will enable you to devise, foresee, and organize your strategic approach, all the while controlling the dynamics among various parties and the set-up of the negotiation table.

Confronted with negotiations of varying complexity, you will possess the ability to implement a comprehensive methodology and a specific approach that is established to secure the most favorable outcomes for the sustained future of a business relationship.

EXPERTISE:

Our clients

NEGOTATING TEAMS BEGINNER and EXPERIENCED

Identify and understand the various elements of a complex negotiation to create a strategic roadmap. 

By the conclusion of the training, you will gain a clear understanding of your strengths and identify potential areas for improvement, both as a team and on an individual level.

MIDDLE & TOP MANAGEMENT

While you may not need to engage in direct negotiations every day, familiarizing yourself with the essential steps and appropriate attitudes will ensure you develop the right instincts and enhance the pertinence of the questions you pose to your negotiation teams.

    Customer reviews: 100% of participants recommend the training

(source: post-training satisfaction questionnaire)

The Training methodoogy

Negotiation training is designed around two key concepts: firstly, a comprehensive 360° perspective on commercial relationships that extends beyond mere negotiation, and secondly, achieving outcomes that are sustainable for all involved parties.

On the other hand, to achieve the performance of an elite athlete, it is essential to first learn how to train effectively and manage the broader aspects that contribute to thorough preparation and sustained excellence throughout one's career. These include technical and fundamental training, cardiovascular fitness, nutrition, mental conditioning, recovery, physiotherapy, and rest management, among others.

The "FUNDATIONS AND ARCHITECTURE OF NEGOTIATION" training will equip you with the knowledge to understand and control the ful range of the various phases of negotiation, including preparation, party analysis, internal and external negotiation techniques, and the management of emotions and perceptual biases. These stages are integral to any negotiation, be it straightforward or intricate.

Upon completion, you will possess a comprehensive understanding of the elements to master, along with their consequences, which will underpin your future negotiations. This will enable you to enhance the value and contentment of all parties involved and, above all, ensure sustained performance over time.

To demonstrate the method, much like an athlete engages in intense training, anyone can practice negotiation using various techniques.

Furthermore, with this approach you will be able to analyse, depending on the nature of your negotiations and your specific needs, the weight and importance to be given to each step and decide which ones you may wish to develop in the future.

In short summary, I have developed the negotiation training that I would have wanted for my teams and myself.

Nicolas Piguet, founder of Tractare Conseil

Need of a tailor-made negotiation support ?

Tractare Conseil also offers personalized assistance for negotiation.

Coaching and support on specific negociations, structuring preparation etc.