Succeed in your international negotiations

Preparing a negotiation

• What are the ingredients for success in preparing a negotiation?
• Defining the goal and the objective.
• Setting your outcomes and defining what is non-negotiable.
• Preparing the different arguments and anticipating objections.
• Defining your margin for manoeuvre and what are your possible concessions.

The negotiation meeting

• Consultation : using the techniques of questioning and reformulation to get the necessary information about the other party and their needs ; knowing when to move onto to the next stage of the negotiation.
• Confrontation : developing your arguments ; using the different strategies and  their associated tactics ; dealing with objections.
• Conciliation : bringing together the outcomes of each party ; finalising the deal and recapping on what has been agreed.

Bringing the negotiation to a constructive conclusion

• Moving the discussion along.
• How to get past a deadlocked position and negotiate with difficult people.
• How to conclude to the advantage of both parties.

Dealing with cultural differences

• The dimensions of a culture and their effect on negotiating styles.
• Adapting to the culture of the other party.

• The seminar contains 80 per cent practical exercises with specially written role plays which allow the participants to train in negotiating, while being recorded on video.
• These sessions are followed by analysis of the recording and feedback on the application of the techniques. This feedback is complemented by theoretical input.
• A file of the contents is given to each participant.

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