Download our Open Courses brochures
We recommend that you register at least two weeks
before the first session of the course.
For late registrations, please contact the EIPM by email at
info@eipm.org or by telephone on +33 (0) 4 50 31 56 78.
Soft skills for hard negotiations
Strengthen your ability to manage complex negotiations and create lasting value with our training program, combining online modules and virtual classes led by our expert trainers.
- Convert a purchasing strategy into negotiation points.
- Exchange value and create value gains for both stakeholders.
- Develop a negotiation tactic.
- Adapt behavior to the planned tactic.
Prerequisites
A good command of English or French
Have the necessary technical equipment to
follow online courses. pour suivre des cours en ligne.
Program
Self e-learning
8 e-modules
Duration : 3 hours
Value Exchange in Negotiation
Draft the value exchange expected by using the comb.
Conceding & Obtaining Value
Creating value through clever concessions,
Aligning the values of exchange between the 2 parties.
Offensiveness in Negotiations
- Define your offensiveness on each negotiation point by comparing its criticality for both parties,
- See how a BATNA can change your offensiveness.
Time & Team Management in Negotiation
- Manage Time: adapt the speed & length of your negotiation
- Manage Team: adapt the composition of your negotiating team.
Behaviours in Negotiation
- Have tact: adjust your behaviour according to the situation.
- Manage postures in the negotiation.
Why Natural language processing (NLP)?
- Typologise behavioural reflexes into 4 types.
- Discoververbal-vocal-body reflexes.
Detecting behavioural reflexes
Detecting the dominating/seducing/evaluating/avoiding reflexes in
the verbal & body language
Understanding the nature of behavioural reflexes.
Understanding the nature of behavioural reflexes.
Online sessions with a trainer
4 practical themes
Duration : 4 x 3,5 hours
Negotiating value
Negotiation role-play & debriefing: Value objective & tactics
Write down the exchange of values envisaged through the use of thedashboard.
Discussions
- Value exchange, value creation, ZOPA/MDO/LAA
- Concessions & counterparts, value claiming, and anchoring
Workshop on negotiation cases
- Define the degree of offensiveness on each point ofnegotiation, comparing its criticality for both parties
- Understand how a BATNA can change negotiation tactics
Negotiation styles
Negotiation role-play & debriefing
Tactics & styles.
Lecture on negotiation
Models of tactics & influencing styles
Workshop
Workshop based on complex cases & presentation
Practice
Participants self-reflect on questions to assess their profile
Trainer’s conclusion
Influence in negotiation
Discussion
Emotional intelligence & emotional styles
Role-play on Influence in negotiation
Negotiation in front of stakeholders
Diagnosis
The “goods & the bads” of the previous exercises
Discussions & brainstormings
- Communication opportunities in negotiation
- The importance of questioning & listening during a negotiation
Practice
Participants reflect on an assessment of their profile
Intercultural negotiations & Negotiator personal profile
Role-play on intercultural negotiations
- Cultural gaps and their impacts on the negotiation outcome
- The intercultural theory
Discussions
- Variety of negotiator profiles & Compatibility level of profiles
- The model to prepare and lead a negotiation
Participants’ feedback on the course & trainer conclusion
- Commentaires des participants sur le cours et conclusion du formateur
How are our Open Courses structured?
An open course is divided into several chapters. For each chapter, participants study the theory via e-learning modules. They then attend a virtual class led by an EIPM trainer. During this virtual class, they learn how to apply the theory in their professional context through simulations, case studies, exercises and role-plays.
How long will the learning process take?
The learning platform is accessible 15 days before the first virtual class. This allows participants to complete the necessary preparatory work for the first chapter, when required by the chosen course. Access to the platform ends 15 days after the last virtual class.
Depending on the course, the duration from the first to the last virtual class can vary from a minimum of one week to a maximum of ten weeks. The average duration of our entire catalogue is two weeks.
