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Personal Development

Convergent open negotiation

Today's professionals and managers have partnered with other departments, other departments and even other organizations. Without expecting you to be professional negotiators, this training aims to develop your attitudes and train you in the essential techniques to reach satisfactory, realistic and productive agreements. Thus, effective negotiation involves developing mutual trust, openness and cohesion to achieve results that open up promising new possibilities.

Private group

Public Session
In person

Objectives

  1. Choose your strategy without stopping your position
  2. Stay focused on your goals and those of your partner
  3. Defuse manipulations and avoid tactics

Content

1. ADOPT AN OPEN, FOCUSED AND FLEXIBLE ATTITUDE

  • Establish a climate of permanent trust and openness
  • Establish attitudes that support agreement: authenticity and fairness
  • Evaluate the advantages and disadvantages of the alternative to a negotiated agreement
  • Agree on some ground rules to guide the process

2. DISTINGUISH BETWEEN GOALS AND MEANS, COMMON AND INDIVIDUAL TERRITORY

  • Clarify and maintain the ultimate objectives of the negotiation
  • Knowing and communicating your goals
  • Define the elements to be negotiated

  • 3. KEEP THE NEGOTIATION OPEN

  • Develop a cooperative attitude
  • Emphasize the benefits of working together
  • Maintain credibility and trust through actions and words

4. EXPAND THE ROOM FOR MANOEUVRE

  • Clarify the issues and the room for manoeuvre of each person
  • Look for and take actions that create openness: thoughtful interventions, flexible positions, peer-to-peer relationships, innovation and combination of solutions, etc.

5. KEEP THE NEGOTIATION MOVING

  • Framing and reframing perceptions
  • Integrate rational and emotional dimensions
  • Considering options in case of impasse: conciliation, mediation

6. APPLY THE 7 STEPS OF OPEN NEGOTIATION

  • Prioritize action
  • Apply the negotiated solutions
  • Adapt your action to your partners' style
  • Adapt decisions during implementation

7. INCREASE MUTUAL BENEFITS

  • Understand your partner's goals
  • Converge your goals with those of your partners
  • Invent mutually satisfying, effective, realistic and sustainable solutions

8. GET THE BEST DEAL POSSIBLE

  • Avoiding the pitfalls of compromise
  • Focus on the long-term successful relationship
  • Document decisions

Who should attend?

Anyone who needs to establish agreements with internal or external partners.

To maximize training time, the number of participants is limited to twelve per group.

Information request