Negotiation building the agreement

Dowload this training brochure 2010 e-catalogue Contact Krauthammer View dates & book online

Open to all in negotiation situations - commercial, union-related or otherwise - this training optimises the preparatory phase, the approach strategy, creativity and tactics. Participants will acquire the fundamental attitudes and reactions of the ‘strong negotiator’ mastering their emotions and maintaining flexibility and agility throughout.

Negotiation building the agreement

Dowload this training brochure 2010 e-catalogue Contact Krauthammer View dates & book online

Benefits :

• Identifying personal references and systems for negotiating at a high level
• Recognising our emotions in the context of our contacts with a demanding environment
• Controlling behaviour and feeling at ease in varying negotiating situations, both within and outside the company
• Increasing effectiveness through better preparation and better results
• Fostering active and long-lasting relations with everyone we speak to, avoiding deadlocked situations which prejudice our position as mediators
• Enjoying and knowing how to use techniques and tactics

Negotiation building the agreement

Dowload this training brochure 2010 e-catalogue Contact Krauthammer View dates & book online

Day 1: Preparing scenarios
- The key attitudes of negotiation
- The matrix: a tool for preparing your negotiation
- The walk-away point and its price
- The T-concept - a better way of positioning yourself in negotiation
- Practical exercises

Day 2: Mastering tactics
- The behavioural scale
- The “third ear”
- The 26 most used negotiating tactics
- Presenting our arguments, taking the other person’s “filter” into account
- Practical exercises

Day 3: Conquering complexity
- Conflictual negotiation:
- The “3 prerequisite yes’s”
- Different behaviour types when facing a group: roles, allies, opponents ...
- Individual case studies
- Practical exercises

Negotiation building the agreement

Dowload this training brochure 2010 e-catalogue Contact Krauthammer View dates & book online

> Small groups: each group is comprised of between ten to twelve participants, depending on the host country, in order to ensure proper conditions for genuine individual development.

> Role plays and practical exercises: our teaching method stimulates self-knowledge, promotes awareness and leads to long-term behavioural change.

> Sequential: the training process involves 3-5 weeks’ application on the job between training days, allowing each participant to integrate the content long-term, and to take ownership of it in the form of new attitudes.

> Feedback: at the beginning of the day, each participant presents his or her feedback based on the concrete results achieved. The successes and/or difficulties are then analysed and commented upon, and the learning points transformed into a new action plan. The training day continues with new modules, according to the same process.

> The "blended" approach: before, during and after the training programme, the participant is asked to continue his or her learning process online to gather feedback from his or her colleagues with the 361°.