Course : Strategic Negotiation for ExecutivesPrepare for, conduct, and conclude high-stakes negotiations
Practical course - 2d
- 14h00 - Ref. D1N
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 | Assessing Your Negotiation Style to Adapt Your Approach When Dealing with High-Level Counterparts |
| Analyze the issues and power dynamics to prepare for high-stakes negotiations |
| Conducting a structured negotiation by exploring options to protect one's key interests |
| Manage and transform tensions, roadblocks, and pressure tactics into drivers of convergence |
| Secure lasting agreements and build on the lessons learned from the negotiations |
Intended audience
Executives, members of the Executive Committee, and decision-makers face high-stakes negotiations on a daily basis (strategic partnerships, major contracts, supplier or customer relationships, internal tensions). These situations require going beyond traditional negotiation techniques to master one’s stance, understand power dynamics, and defend one’s interests. This practical training enables participants to prepare for and conduct strategic and complex negotiations, identify the real interests behind stated positions, and adapt their strategy to the power dynamics at play. Through case studies and role-playing exercises, participants practice conducting high-stakes negotiations, defending their interests, securing concessions, and finalizing agreements.
Prerequisites
None
Practical details
Teaching methods
Posture self-assessment, sharing of experiences among executives, hands-on exercises based on real-world business cases, operational preparation checklists, simulations, and complex negotiation scenarios.Tools and methods: MESORE/BATNA framework, concessions/counter-concessions matrix, defusing techniques, agreement formalization framework, etc.
Course schedule
1 Understanding Negotiation and Defining Your Position
- Understanding the Fundamental Mechanisms of Negotiation
- Identify your reflexes, biases, and sources of discomfort
- Adopting a leadership stance when dealing with high-level counterparts
- Managing Your Own Emotions and Those of the Person You're Talking To
Compétences visées
- Identifying Your Negotiation Style and Habits
- Analyze your negotiation experiences and identify areas for improvement
- Sharing one's perceptions and preconceptions about negotiation
Activités pédagogiques
- Self-Assessment of Negotiation Style
- Matrix for Identifying Cognitive Biases in Negotiation (anchoring, loss aversion, etc.)
- Active Listening
Outils et méthodes
2 Preparing for a Strategic and Complex Negotiation
- Mapping Stakeholders and Power Dynamics
- Distinguishing Between the Visible and Invisible Issues in Negotiation
- Define your goals, your room for maneuver, and your breaking points
- Developing a strategy based on one's own power and that of the other party
Compétences visées
- Identify who really holds the power in a negotiation; compare and contrast real-life experiences
- Prepare for a negotiation using a preparation checklist (Identify the stakeholders, issues, interests, and power dynamics)
- Renegotiate the terms of a contract with a key supplier
Activités pédagogiques
- MESORE/BATNA (Best Alternative to a Tactical No) Matrix for Determining Your Room for Maneuver
- Identification of Stakeholders (Power/Interest Matrix)
- The Harvard Method for Separating Interests and Positions to Distinguish Between Visible and Invisible Issues
Outils et méthodes
3 Conducting Strategic Negotiations
- Mastering the Key Steps of a Structured Negotiation
- Adapt your message based on the other party's reactions
- Explore the possibilities before defending one's key positions
- Developing options and creating value for stakeholders
Compétences visées
- Identify verbal and nonverbal cues that indicate openness or resistance
- Discuss methods for encouraging a reserved person to open up
- Create a concessions/counter-concessions matrix to list your requirements and what you’re willing to offer in return
Activités pédagogiques
- Matrix of Concessions and Counter-Concessions
- DESC: How to Structure a Firm Message Without Disrupting the Conversation
Outils et méthodes
4 Negotiating Under Pressure
- Detect signs of jamming or misalignment
- Mastering Anchoring, Objections, and Power Dynamics
- Identifying Profiles of Difficult Negotiators
- Practicing defusing techniques
Compétences visées
- Assess your own reactions to stress, provocations, and mental blocks
- Practice responding calmly when faced with pressure, an ultimatum, or a lie
- Handling a Heated Disagreement Without Derailing the Discussion
Activités pédagogiques
- DESC, Section on Managing Disagreement and Provocation
- Types of Difficult Negotiators
- De-escalation techniques: reframing, strategic silence, rephrasing
Outils et méthodes
5 Closing the Deal, Securing It, and Capitalizing on the Negotiation
- Laying the Groundwork for a Lasting Agreement
- Ensure that commitments are met and that the conditions for their implementation are in place
- Preserving the relationship while protecting one's interests
- Document the results of the negotiation and build on the lessons learned
Compétences visées
- List the minimum conditions for an agreement to be truly fair and robust
- Document the commitments and concessions obtained during negotiations
- Conclude a negotiation by securing specific concessions and commitments
Activités pédagogiques
- Template for Documenting Agreements (Commitments, Deadlines, Responsible Parties)
- Checklist of Implementation Requirements
- Structured debriefing and post-negotiation feedback
Outils et méthodes
PARTICIPANTS
Executives, members of the Executive Committee, and decision-makers face high-stakes negotiations on a daily basis (strategic partnerships, major contracts, supplier or customer relationships, internal tensions). These situations require going beyond traditional negotiation techniques to master one’s stance, understand power dynamics, and defend one’s interests. This practical training enables participants to prepare for and conduct strategic and complex negotiations, identify the real interests behind stated positions, and adapt their strategy to the power dynamics at play. Through case studies and role-playing exercises, participants practice conducting high-stakes negotiations, defending their interests, securing concessions, and finalizing agreements.
PREREQUISITES
None
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.
Executives, members of the Executive Committee, and decision-makers face high-stakes negotiations on a daily basis (strategic partnerships, major contracts, supplier or customer relationships, internal tensions). These situations require going beyond traditional negotiation techniques to master one’s stance, understand power dynamics, and defend one’s interests. This practical training enables participants to prepare for and conduct strategic and complex negotiations, identify the real interests behind stated positions, and adapt their strategy to the power dynamics at play. Through case studies and role-playing exercises, participants practice conducting high-stakes negotiations, defending their interests, securing concessions, and finalizing agreements.
PREREQUISITES
None
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.