- Assertiveness & control of emotions - Assertiveness & control of emotions / stress management - Know your deepest motivations and obstacles - Understand and manage your emotions
- Communication, conviction - Communication & conviction in finance - Listening & discernment - Value-added analytical skills, ability to synthesize - Complex environments - Weak signals and meaning, in a context of infobesity - Ability to reconcile conflicting interests and manage dilemmas - Stepping back and crisis situations - Strategic thinking
- Change management - Change management in finance
- Negotiation in finance - Negotiation techniques, partner mapping, BATNA
Improvement
Target audience
- Consolideurs
- Contrôleurs de gestion
- Directeurs consolidation et comptabilité
- Directeurs et contrôleurs financiers
- Experts comptables, Commissaires aux comptes
- Fiscalistes
- Responsables financiers
- Trésoriers
1 day
Negotiation Training
Prerequisites
No prior knowledge is required.
Objectives
◗ Identify the principles of successful negotiation.
◗ Prepare effectively for the negotiation.
◗ Maintain control of the process to reach a lasting conclusion.
Training program
◗ What are the key elements of a successful negotiation?
– The basic principles and main pitfalls of negotiation
– The components of a negotiation setting
– The issue of power dynamics and the art of balance
– Creating value in a negotiation
✔ PRACTICE | Role-playing exercises: unexpected negotiation scenarios
✔ UNDERSTAND | Sharing experiences in a plenary session
◗ Preparing for negotiation
– Analyze the context and terms of collaboration
– Define the objectives and boundaries of the negotiation
– Identify the other party’s profile, needs, and motivations, and adapt accordingly
– For complex negotiations: develop a stakeholder map
✔ PRACTICE | Case study: Fill out a negotiation situation sheet
✔ PRACTICE | Case study: Identify expectations and needs in the presented negotiation scenario
◗ Conducting negotiations
– Make the most of the discovery phase
– Apply the principles of active listening
– Emphasize compromise, seek reciprocity, and present alternatives
– Adapt your communication style to the other person’s profile to influence and persuade
– Take cultural differences into account
– Address objections and manage deadlock situations
✔ UNDERSTAND | Illustration of negotiation levers in the context of price negotiations
✔ UNDERSTAND | Group discussion on the principles of active listening
◗ Closing the negotiation
– Methods for Closing a Negotiation
✔ PRACTICE | Hands-on exercise: Fill out a follow-up matrix
Why choose this course?
The company is at the heart of multiple relationships with its numerous stakeholders. Negotiation is a daily art. Knowing how to negotiate is a key skill that every financial manager must master to guarantee the company's economic equilibrium without compromising the quality of its relationships with its partners.
We offer you practical sessions led by company professionals who have lived through these situations and share their experience.
Teaching and assessment methods
Before the training: Submit your expectations via your online portal 15 days before the training begins and complete a self-assessment of your skills.
Teaching Methods: A variety of methods to cater to different learning styles, encourage active participation, and reinforce learning through experimentation and practice.
Educational materials: presentation materials, reference materials (summary sheets, tables, etc.), and other resources available in your account.
During the training: a mix of theoretical concepts and examples drawn from real-life cases. Participants are given the opportunity to engage in role-playing exercises. Numerous practical exercises allow participants to demonstrate their mastery of the skills as the training progresses.
Monitoring and evaluation: attendance sheet and certificate of completion. Immediate and post-training evaluations conducted using the LearnEval platform.
Price
1 295 € EXCL. TAX
Testimonials
Negotiation training
Negotiation training
Negotiation training
Negotiation training
Jonathan C.
Company
Training