THE MUTUAL GAINS STRATEGY
STGM
Moving from compromise to creative solutions
BENEFITS OF THE TRAINING
- Acquisition of a method for preparing, conducting and following up my negotiations
- Training in the application of a structured approach
- Development of constructive behavioural skills
OBJECTIVES
- constructively managing the tension between the competitive and cooperative aspects of negotiation
- Diagnosing my negotiation style and measuring its impact
- To have a structured framework to prepare, conduct and follow up my negotiations
- Building enforceable and sustainable agreements
PREREQUISITES
- No
This course is open to all professionals, whether or not they have previous negotiation experience.
PUBLIC CONCERNED
All professionals in all sectors of activity who are required to negotiate in their jobs.
We cover the whole field of negotiations, whether they are commercial, financial, social, managerial, political, geo-political or other.
PROGRAMME
1. Develop a strategic approach to negotiations to approach them with confidence
- The 7 key elements of the method
- The complete preparation guide
2. Create a favourable climate
- Personal barriers to communication
- The keys to active listening
3. Moving away from positional wars
- Avoiding a showdown
- Defending my interests and discovering those of the other
- Using "objective criteria
- Get the other to use the same rules of play
4. Inventing creative solutions
- Overcoming my personal brakes on creativity
- Seek mutually beneficial solutions
- Avoiding concessions while reconciling differences
5. Managing my emotions and those of others
- Acting effectively in the face of personal attacks and anger from others
- Controlling my emotions and avoiding the 2 ineffective attitudes
6. Dealing with bad faith
- Recognising and unmasking common tactics
- Defusing the processes of blackmail, threats, manipulation ...
- Using metacommunication
7. Increasing power
- Find and evaluate my Best Alternative Solution (BATNA) to a negotiated agreement and that of the other
- Mastering my fear of failure to empower myself
8. Diagnosing my negotiation style
- Identify my individual attitudes and tactics
- Define my negotiator profile
- Assessing my strengths and areas of "effort
See more
- INTER
- INTRA
2 280 € HT
2 Days + 2h30*
+ 1h d’accompagnement indiv.
* the REX takes place at a distance (zoom)
ONLINE REGISTRATION
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Formation 100%
opérationnelle basée sur des cas pratiques et des mises en situation.
Each participant leaves with a personalised action plan
INCLUDES :
Achievement tests
+ HANDING OVER OF THE BOOKS
"How to succeed in a negotiation?"
"Dare to negotiate differently!"
REMOTE
Sessions for 4 to 12 people :
2 days + 1 day return
experience
(or 2 half-days remotely)
REQUEST A QUOTE
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DATES
To be defined together
100% operational training based on practical cases and scenarios.
Each participant leaves with a personalised action plan
INCLUDES :
Achievement tests
RECOMMENDED BOOK
"How to succeed in a negotiation?"
Sessions for 4 to 8 people :
4 half-days + 2 half-days back
experience 1 month later
REQUEST A QUOTE
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REMOTE DATES
To be defined together
100% operational training based on practical cases and scenarios.
Each participant leaves with a personalised action plan
INCLUDES :
Achievement tests
RECOMMENDED BOOK
"How to succeed in a negotiation?"
STGM REMOTE In English
IN CONNECTION WITH THE TRAINING
Negotiating from a distance: how to stay well connected
- 30th March 2020-
-
NEWS /
These are times of social distancing. We meet our colleagues, customers and suppliers exclusively by telephone, videoconference or e-mail.
This is happening against a backdrop of economic deterioration and slowdown, making it hard to concentrate and, for some, hard to believe...
How to build and inspire confidence in negotiation?
- 10 march 2020-
-
VIDEOS /
By Michel Ghazal
Inspiring and building confidence concludes the series of 10 videos as announced last September. It's a key to success. Without confidence, there is no salvation.
The 3 mistakes to avoid for successful negotiations
- 21 january 2020-
-
VIDEOS /
By Michel Ghazal
To increase your sense of satisfaction with the outcome of your negotiations, you absolutely must avoid these 3 mistakes.