Training description

1. Introduction

This training is part of the development of negotiation skills of the company's employees.

It aims to provide strategic and behavioral tools to optimize the results of professional negotiations.

2. Educational objectives

At the end of the one-day training, participants will be able to:

• Master the key steps that frame the entire commercial negotiation.

• 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.

• Individually map their own use of the steps covering the negotiation process.

At the end of the two-day training, participants will also be able to:

• Detect deadlock mechanisms and know how to use unblocking techniques.

• Analyze the negotiation styles of stakeholders.

• Implement strategies to counter aggressive offers.

• Understand the current potential role of AI in the negotiation process.

3. Target audience and prerequisites

Target audience : Salespeople, negotiators, managers, decision-makers involved in complex negotiations.
Prerequisites : No specific prerequisites, but initial experience in negotiation is recommended or experience in purchasing external goods and services.

4. Teaching methods

The training is based on an approach combining presentations, case studies and interactivity that encourages the active involvement of participants:

• Theoretical presentations to lay the foundations.

• Case studies and simulations inspired by real negotiations.

• Negotiation scenarios and role plays in pairs or groups.

• Group discussions to analyze the strategies used.

• Visual synthesis in the form of individual mapping of the skills developed.

Training language: available in French or English (oral and supports)

5. Educational process

6.Methods of assessment of acquired knowledge

Assessment of acquired knowledge is done at several levels:

• Continuous assessment during training (observations, practical exercises, feedback).

• Self-assessment of participants via a final online questionnaire

• Assessment of acquired knowledge via an end-of-training questionnaire.

• Post-training follow-up: Discussion with participants and/or the client one month after the training to measure the impact and areas for improvement.

7. Training materials provided

• Summary synthetic map.

• Presentation support (stages, negotiation and behavior techniques)

• Individual mapping of acquired knowledge.

8. Accessibility and adaptations

• The training is accessible to people with disabilities.

• Specific adaptations can be put in place on request (adapted materials, adaptation of content, physical accessibility, etc.).

ONE-DAY MODULE

1. Welcome, round table of expectations and ice-breaker

2. Practical implementation: value sharing negotiation

3. Anchoring and influence techniques

4. Preparing a negotiation: the basics, identifying opposite's interests and internal objectives

5. Practical implementation in a group: preparation for negotiation

6. Strategy for preparing objectives and identifying stakeholders

7. Attitudes at the negotiation table: active listening, empathy and strategic organization

8. Practical implementation: dynamic negotiation

9. Value creation strategy

10. Cognitive biases & creation or destruction of value

11. The dynamics of hierarchical organizations

12. Formalization of agreements and post-negotiation follow-up

13. Summary of steps & self-assessment

14. Summary and conclusion

TWO-DAYS MODULE

1. Welcome, round table of expectations and ice-breaker

2. Practical application: value sharing negotiation

3. Anchoring and influence techniques

4. Preparing a negotiation: the basics, identifying opposing interests and internal objectives

5. Practical application in a group: preparing for the negotiation

6. Strategy for preparing objectives and identifying stakeholders

7. Attitudes at the negotiation table: active listening, empathy and strategic organization

8. Practical application: dynamic negotiation

9. Value creation strategy

10. Cognitive biases & the creation or destruction of value

11. Identifying the different types of conflicts and of negotiators

12. Influencing the outcome at the table: influence and turnaround strategies.

13. The dynamics of hierarchical organizations

14. The deadlocks in negotiations: unlocking techniques and strategies

15. Formalization of agreements and post-negotiation follow-up

16. Summary of steps & self-assessment

17. AI: current state of its potential integration in the negotiation process

18. Summary and conclusion