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Améliorer le présent construire le futur

Charles Matthews

 Développement du potentiel personnel et professionnel


Course Benefits

We negotiate all the time: with colleagues, bosses, clients, spouses and other members of tour family. Our negotiating skills are often the key to winning a major contract, getting a promotion, motivating a team. This seminar will give you the opportunity to get acquainted with the principles of win-win negotiations and test them with hands-on exercises and case studies. It will also show the importance of understanding the subtle relationship existing between the parties in a negotiation and teach how to recognise different personality types and their psychological needs.
Attendees will practise using language, voice and body language to build powerful rapport to influence and convince with integrity. Finally, they will be guided through the different steps of planning, preparing and conducting successful negotiations.

Who Will Benefit From This Course

Anyone who is involved in negotiations at any level and wishes to acquire the skills needed to reach lasting, mutually satisfying agreements.

Pedagogical Approach

This course is practical and immediately useful. Theory and models are reinforced by tools and techniques issued from NLP, Process Communication, Transactional Analysis and Cognitive Sciences to maximize their impact in relationship building, conflict prevention and the management and negotiation of lasting, mutually beneficial agreements.

Duration : Tree days+ two one hour individual coaching session

Course Content

Criteria to judge any method of negotiation

Negotiator's personal skills end talents

Bargaining over positions
Positional bargaining create its own resistance
Softball vs. Hardball (soft game vs. hard game)
Are You a Soft or Hard Negotiator?

Negotiating on the Merits:

Focus on People
puce rouge Separate the People from the Problem
puce rouge Negotiators are people first
puce rouge Separate the relationship from the substance: deal directly with the people problems

Focus on interests
puce rouge Interests, not positions
puce rouge Finding shared and compatible interests
puce rouge How to identify interests?
puce rouge Hard on the problem, soft on the people

puce rouge Invent Options for Mutual Gain
puce rouge The assumption of a fixed pie
puce rouge Thinking that solving their problem is "their problem"
puce rouge Brainstorming
puce rouge Broaden your options
puce rouge Multiply your options: the Circle Chart
puce rouge Invent agreements of different strengths
puce rouge Change the scope of a proposed agreement
puce rouge Look for mutual gain
puce rouge Identify Shared Interests
puce rougeMake their decision easy
puce rouge Whose shoes?
puce rouge What decision?
puce rouge Making threats is not enough

puce rouge Using objective Criteria
puce rouge Fair standards
puce rouge Fair procedures
puce rouge Negotiating with objective criteria
puce rouge Never yield to pressure (only to principle)


The 3 parts of a Negotiation

1 Preparation
puce rouge Interests
puce rouge Options
puce rouge Standards
puce rouge Alternatives (BATNA)
puce rouge Proposal

2 Building Partnership/ Cooperation
puce rouge Establish fair criteria
puce rouge Build a solid working relationship
puce rouge Understand and counter tactics
puce rouge Turn Confrontation into Cooperation
puce rouge Acknowledge the differences with optimism
puce rouge Ask problem solving questions
puce rouge Reframing
puce rouge Don't escalate use power to educate

3 Reach for Compromise
puce rouge When not to negotiate.
puce rouge Deadlock
puce rouge Linking Concessions.
puce rouge Interpreting Signals
puce rouge Settling the Deal
puce rouge 'Games People Play'.
puce rouge Types of Conflict.
puce rouge Limiting and Facilitationg Beliefs.

Questions and answers