Reasoned negotiation

This training program has been conceived to set negotiation principles or to reinforce their application. We use a reasoned negotiation approach, which is looking for win-win solutions. This approach is the most efficient for developing long term partnerships. By concern of ethics, we do not provide training of forced sales. The applied methodology does not target that both parties obtain a total satisfaction on all their demands, but rather that an agreement considered fair is reached, this without using pressure tactics or manipulation tricks. It is thus a question of finding a compromise between the different parties involved in the negotiation process, while respecting the fundamental needs of everybody. We can talk about a negotiation where nobody looses. The duration of the program can vary according to the level of expertise of the participants.

Duration: 1 to 2 days
Number of participants: 6 to 12 per group


Main topics of the program

  • The basics of the negotiation process.
  • What are the specificities of reasoned negotiation?
  • Negotiating on the basis of benefits.
  • Searching win-win solutions.
  • Solving conflicts of interest together.
  • Being accommodating.
  • Splitting the negotiation phases:
    • Exposing positions and analysis.
    • Searching solutions.
    • Dealing with objections.
    • The choices’ phase.
    • The conclusion phase.
  • Group negotiation principles.
  • The price negotiation.
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