Skema > Formation Continue > Effective negotiations
Formation Continue

 

 

 

Effective negotiations

Contact.

Étienne ANDRÉ
04 93 95 32 94
etienne.andre@skema.edu

Public. ​The course is relevant for anyone who wishes to improve his/her negotiation skills.
Prerequisite: Upper-Intermediate level in English (B2). Group size: 4 to 6 participants.
Tarif. ​895 € (nets de taxes)
Domaine d'expertise. Langues
Durée. ​2 days
Dates. Groups formed upon request.
Please contact us.

Sophia Antipolis.
Workshop in english.
 
 

OBJECTIVES

 

Structuring your thinking about negotiation and analyzing individual
             negotiation styles

Balancing “competitive” and “collaborative” approaches and appreciating the value
             of persuasion      

Improving “people” skills: empathy, trust, active listening… and developing creativity,
             perception and framing    

Taking into account the interests of all stakeholders and managing conflict

 

PROGRAMME

  • Concepts & approaches / Styles: analyzing your strengths and weaknesses
  • Getting down to business
  • Understanding your clients, communicating with them 
  • Influence & persuasion (art & tactics, insight into decision-making…)
  • Creativity & negotiation (thinking out of the box, thinking on your feet, negotiation as brain-storming…)
  • Techniques for closing deals
  • Techniques for conflict management, dealing with hard-ball tactics

Putting theory into practice:

  • Setting a personal action plan
  • Structured tutor input and group exercises

 

LEARNING APPROACH

 
The course will involve a balance between structured tutor input and group exercises (negotiation exercises, group sessions…). It is based on active-learning principles and demands full commitment from participants.
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