Objectives

• Revision of the essential elements involved in negotiation.
• Self-analysis - understanding behavioral patterns and personal profile
• Understand negotiation structure to deal with tough negotiators
• Improve preparation and planning.
• Be aware of and use signals.
• Deliver assertive proposals.
• Creative use of variables within negotiation.
• Minimize and optimize concessions.
• The needs and motivations that exist in negotiation.
• Develop a negotiation mentality.

Program

• Course overview and objectives
• Who am I negotiating with? Types of negotiators and how to work with each type
• My style, my skills and my energy
• Developing a strategy
• The phases of a negotiation
• Predictable tactics used by tough negotiators
• Dealing with difficult people
• Managing conflict
• About concessions
• Bringing it to a conclusion
• Action planning

Language of instruction: French or English