Course : Conducting complex negotiations
Practical course - 2d
- 14h00 - Ref. NEP
|
Download in PDF format
Share this course by email
 | Structuring negotiations using a strategic approach |
| Preparing a team negotiation |
| Dealing constructively with objections |
| Managing tensions or attitudes that put negotiation at risk |
Intended audience
Anyone in a negotiating position who wants to improve their negotiating skills
Prerequisites
Negotiation experience required. Good knowledge of fundamentals (cf. NEO or equivalent training)
Course schedule
1 Develop your negotiating skills
- Mastering the dynamics of distributive and integrative negotiation
- Strengthen your ability to convince
- Planning a negotiation meeting with effective sequencing
- Identify your negotiating objectives
Compétences visées
- Collective reflection: characterize simple and complex negotiation, identify key differences between distributive and integrative negotiation
- Practical exercises: sequencing a negotiation interview
- Individual reflection: determining your negotiating objectives
Activités pédagogiques
2 Preparing your negotiation strategy in a complex environment
- Understanding the two negotiation strategies: direct and indirect
- Identify the levers for a favorable balance of power
- Assess criteria and courses of action to influence negotiation
- Define the implementation points of your negotiation plan
- Calibrate the right communication and posture
Compétences visées
- Application exercise: developing an appropriate strategy based on case studies
- Practical exercises: applying the commitment and control strategy
- Case studies: simulated negotiation interviews
Activités pédagogiques
3 Dealing constructively with objections
- Recognize the different types of objections
- Dealing with objections to move the negotiation forward
Compétences visées
- Work in sub-groups: list the most frequent objections and develop relevant questions to understand each objection.
- Application exercise: practice using the CRAC method (Dig-Reformulate-Argument-Control)
- Role-playing: simulations and training in handling complex objections
Activités pédagogiques
- CRAC method (Dig-Reform-Argument-Control)
Outils et méthodes
4 Preparing a team negotiation
- Involving partners in the negotiation process
- Define roles and responsibilities
- Managing the organization
Compétences visées
- Collective reflection: assessing the specificities of team negotiation
- Application exercise: knowing how to communicate according to the different roles within the negotiating team
- Practical work: team negotiation scenarios with preparation of each person's role
Activités pédagogiques
- Collective bargaining techniques
Outils et méthodes
5 Defusing tense situations
- Assessing the risk of tension
- Preventing the transition from tension to conflict
- Applying a negotiation framework in situations of high tension
Compétences visées
- Self-diagnosis: identifying your conflict resolution style
- Collective reflection: analyze your behavior based on previous negotiations
Activités pédagogiques
- Techniques for managing conflict situations
Outils et méthodes
6 Managing destabilizing postures
- Managing filibustering practices
- Unmasking manipulation
- Countering discredit
Compétences visées
- Practical exercises: practicing tough negotiation skills
- Role-playing: simulations of complex negotiations incorporating the knowledge acquired during the course
Activités pédagogiques
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
THOMAS T.
02/07/26
5 / 5
A clear and structured approach. Realistic role-play scenarios. Precise and constructive feedback. Ideal group size (4 people).
DAVID D.
02/07/26
5 / 5
I really enjoyed preparing for the negotiations. The role-plays and the topics were very interesting.
SANDRINE V.
02/07/26
5 / 5
Overall, it was very satisfying thanks to the numerous practical exercises and the debriefings at the end, which gave us the chance to discuss our strengths and areas for improvement together.
Publication date : 04/11/2025
PARTICIPANTS
Anyone in a negotiating position who wants to improve their negotiating skills
PREREQUISITES
Negotiation experience required. Good knowledge of fundamentals (cf. NEO or equivalent training)
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Anyone in a negotiating position who wants to improve their negotiating skills
PREREQUISITES
Negotiation experience required. Good knowledge of fundamentals (cf. NEO or equivalent training)
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.