This training brings the approach of negotiation to a level where multiple stakes combine and require building, checking and adjusting evolutionary strategies.
It associates a high level of rational approach of the stakes and agreement and advanced communication techniques, to maximise the chances of reaching solid agreements in complex negotiations. Both dimensions are organised in the negotiation process according to strategic principles and with a necessary sense of flexibility.
Participants are invited to assess the reliability of agreement scenarios to ensure post-negotiation success.
Negotiation is also considered as a possibly recurring process between partners, where previous agreements and negotiation processes feed future negotiations.
Participants learn to use the benefits of the past and to build the future through their negotiation approach.
At the end of the training, participant will be able to:
Decide on solid grounds if and how to negotiate
Define multidimensional zones of possible agreement
Test proactively the resilience of possible agreement scenarios
Focus on his interests and not on predefined positions
Optimize the outcomes through an integrative approach of stakes
Prepare the negotiation process in terms of clear strategies related to information, time,
power, relationship and agenda
Make best use of the interaction process in order to reach an agreement
Understand better how to impact the counterparts
Seal an agreement and to consolidate for longer term business
Relevance of negotiation and alternative approaches to negotiation
Zones of possible agreement and multidimensional zones of agreement for complex negotiations
Calculation of the sustainability of agreement scenarios
Positional and interest based approaches
Integrative and distributive approaches
Optimization of 6 elements of effective preparation: stakes, information, time, power, relationship and agenda
Using exploratory talks
Patterns of approaches to best impact the counterparts
Phasing the negotiation process
Building on previous and current agreements
Christian Cruyplandt can offer 15 years of training experience in the field of organisational and personal development. Over the years, he has been able to develop strong expertise in coaching teams and leaders, in designing and delivering training courses and in the field of change management.
Christian can rely on his experience as HR director, business unit leader and managing partner. He holds a master’s degree in psychology (ULB – 1987), MBTI certification (OPP Oxford) and has developed a tool designed to assess intercultural integration factors
This training is also available in French
A basic module is available here
Number of participants: limited to 12 participants to ensure good interactivity.
Duration: 1 day