NOUVEAU : Ateliers RH en collaboration avec le gouvernement du Québec  

Persuader, négocier et obtenir des ententes gagnantes-gagnantes

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
  • 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!


  • 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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