Main objective
Learn negotiation skills and handling objections to avoid being caught off guard.
Specific objectives
At the end of this training, participants will be able to:
- Adopt a negotiating posture when interacting with your business partners
- Identify recurring objections to be dealt with and adopt appropriate behavior based on the objections formulated
- Master the techniques of handling objections
- Defend your positions in a professional and determined manner.
- Negotiate agreements in the best interest of their function, department, organization and
stakeholders
- Position yourself on an equal footing with clients, business partners or external stakeholders to obtain win-
win agreements
- Discover the 10 principles of reasoned negotiation applied to reality on the ground.
- Anticipate resistance, objections, perceptions and interests of our business partners;
- 5 approaches to consider depending on the context and the interlocutors;
- Clarify or establish the framework for relationship and negotiation.
Content elements
Deal with resistances and objections
- Discover their natural reactions in a situation of tension, confrontation or conflict;
- The 4 types of objections and techniques for receiving them;
- Knowing how to discover the real needs of his interlocutors and obtain the relevant information.
- 4 techniques to not be destabilized in the face of difficult objections and attempts at manipulation;
Knowing how to defend your positions
- The 6 categories of arguments;
- Method for deploying an impact argument;
Trading tools
- The laws of persuasion to better negotiate;
- Prepare your best alternative solution (MESORE);
- Negotiation techniques;
- Knowing how to say no.
Engage your interlocutor in the action
- Some closing techniques;
- Obtain clear commitments from stakeholders;
- Clarify the negotiated agreement and the action plan;
- A good negotiation: the glue of a good relationship!
Methodology
- Preparatory questionnaire for participants to reflect on their challenges and / or specific needs
- Presentations accompanied by guided exchanges (30%), discussions of situations experienced by the participants (35%) in groups or sub-groups, individual practical activities, in sub-groups or in groups through playful exercises, case studies or scenarios... (35%)
- Individual action plans completed and commitments made by participants for the return to work practice
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