Level: Expert

Language: English

Duration: 3 days

Location: HEC Paris Le Château

Next intake: 20/06/2012

Tuition fees: 2 800 € HT

Including meals but excluding VAT and accomodation.

• Any manager required to negotiate with a good command of English.

This workshop allows participants to:

• Identify the key stages and techniques of commercial negotiating and practice applying them in an international context.
• Discover the added value of explicit negotiating techniques.
• Identify the real success factors in negotiation.
• Reconsider the negotiation process in light of the cultural factors that affect and underlie behaviour, expectations and communication styles.
• Examine your own relation to Win-Win and Win-Lose negotiation.

• The key stages and principles of commercial negotiating.
• What are the sources of “power”  in a negotiation?
• What are the key success factors in negotiation? Do they relate more to preparation and analysis or more to behavior?
• The international dimension: explicit and implicit communication styles; “task” orientation vs. “relationship” orientation, strong and flat hierarchies.
• What does “win-win” mean?Is it a moral imperative, a business strategy or simply a behavioral style?
• Geography and body language in a negotiation.
• Proprietary 7-step preparation process for negotiating at home or abroad – defining objectives, walkaway points and opening bids.
• The “opening statement” technique – how to use the “low context” approach.
• Team negotiating – the parameters.
• Distinguishing between positions and interests, identifying key interests.
• Techniques for reducing tension and promoting agreement, dealing with “tough tactics.”
• Techniques for bidding, proposing and trading concessions.
• Techniques for closure – “closing the box.”

Pedagogy

• Action learning approach – several different negotiation scenarios are prepared and simulated. Feedback is provided after each simulation.
• Video illustrations are also used.
• Proprietary techniques, processes, structure and tool box.
• Exposure to Anglo-Saxon and international negotiation processes and techniques.