- 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
Understanding and implementing
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
Objectives
No prior knowledge is required.
Objectives
◗ Identify the principles of successful negotiation
◗ Effective preparation for negotiation
◗ Keep control of the process and reach a lasting conclusion
Training program
◗ What are the elements of a successful negotiation?
- The main pitfalls of negotiation
- The components of a negotiating field
- The balance of power and the art of balance
- Creating value in negotiation
✔ EXPERIMENT | Case studies: unexpected negotiation context
✔ UNDERSTANDING | Sharing experience in plenary session
◗ Preparing for negotiation
- Analyze the context and terms of collaboration
- Define negotiation objectives and limits
- Identify and adapt to the profile, needs and motivations of the other party
- For complex negotiations: draw up a stakeholder map
✔ APPLIQUER | Case study: filling in a situational negotiation sheet
✔ APPLY | Case study: identify expectations and needs in the negotiation situation
negotiation situation
◗ Conducting negotiations
- Valuing the discovery phase
- Apply the principles of active listening
- Valuing concessions, seeking reciprocity, introducing alternatives
- Adopt the right postures to influence and convince
- Adapt your communication style to the profile of your interlocutor
- Take into account cultural differences
- Dealing with objections
✔ UNDERSTAND | Illustration of levers in the context of a price negotiation
✔ UNDERSTAND | Group reflection on the principles of active listening
✔ EXPERIMENTALIZE | Case study: sequenced negotiation with seller/buyer roles
within the framework of an industrial call for tenders
◗ Closing the negotiation
- Methods of closing a trade
✔ APPLY | Case study: completing a monitoring 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
During the session: alternating theoretical developments, illustrations and case studies to ensure knowledge acquisition. Participants work on transposing knowledge to their own situations. Quizzes, self-diagnosis questionnaires and role-playing exercises help to give meaning and an operational dimension to this training course.
Downstream: checklist and instructional videos.
The trainer is available to answer any training-related questions.
Price
1 295 € EXCL. TAX
Testimonials
Negotiation training
Negotiation training
Negotiation training
Negotiation training
Jonathan C.
Company
Training