Negotiation

Integrate and master both technical and tactical behaviours to increase self-confidence and efficiency in negotiation.

The foundations of negotiation :
• The 3 axis of negotiation
• Positive programming
• The prism of pre-judgments
• The Pygmalion effect
The “essentials” of negotiation :
• The art of asking questions
• Total listening : hearing or listening ? What makes the difference ?
• The power of silence
The 8 “musts” to structure the negotiation :
• Create a positive climate
• Questions and strategic information
• Developing positive signals
• Adapting one’s arguments
• Dealing with objections
• Locking the negotiation
• Valueing the client’s ego
• Managing one’s perception
The “key points” of negotiation : Techniques and tactics :
• Managing aggression : 3 steps to re-establish balance
• Defending and negotiating the price
• Negotiating in front of a group
• Managing competition
Closing :
• The closing philosophy
• 6 different closing techniques (from a soft approach to pressure)
Re-negotiating :
• Assertiveness as a tool to re-negotiate
• The message “weight”
• The relationship “weight”
• Communicating a decision : ram vs eal
• How to say “no” ?
The 360° negotiation :
• The art of negotiation within one’s company
The different negotiation styles, according to the typologies :
• The origins of the method
• The 4 colour energies
• The consequences on negotiation
• Getting to know the typology of the other
• Adapting one’s negotiation style to optimise the results

3 days of inter-active training