The Art of Principled Negotiation

Negotiation Training

The Art of Principled Negotiation

It is a training where the participant will spend between 60 and 70% of his time in practical exercises to develop his principled/collaborative negotiation skills.

target
  • Applying the 4 principles or principled negotiation
  • Using techniques of principled negotiation
  • Going from a conflictual negotiation mode to a collaborative one
perso
  • Anyone who needs to negotiate while preserving the relationship with the other party
livre
  • Initial exercise: Negotiating with an uncompromising person
  • Dysfunctional behaviors in negotiation
  • Psychological and behavioral aspects to encourage a collaborative/principled progression
  • The 4 principles of principled negotiation:
    • Focus on interests
    • Focus on the problem
    • Focus on innovation
    • Focus on objective criteria
  • Preparing your collaborative/principled negotiation
  • How to lead your negotiation for a collaborative/principled progression
  • Creating value for both parties
  • Capturing value and avoidind impasses
  • Using collaborative negotiation tactics
  • Countering the other party’s abusive tactics
  • Appropriation exercises with 4 negotiation cases simulations
clock
  • 2 days
  • Group of ± 15 participants