masterclass
Preparing
for negotiations
WITH Laurent combalbert
LIKE A MUSCLE, CONFIDENCE NEEDS TO BE WORKED EVERY DAY.
69€ TTC
Including all masterclasses, logbooks and IPC test©.
4,7/5
12 lessons
in vidéo (2h06)
Negotiation is a complex specialty, full of uncertainties, which demands a particularly agile approach. To be effective, we need to be able to adapt immediately, depending on the situation and the people facing us. In this Masterclass, you’ll learn about all the key questions you need to ask yourself to prepare for a successful negotiation.
This masterclass is part of the unlimited offer at €69 incl. VAT.
Contents of
the masterclass
the masterclass
TEST
logbooks
You’ll find the content of each lesson as well as exercises and a bibliography for further reading, available to download in pdf format.
complet Programme
12 LEssONS
2H06 MASTERCLASS
1/ The negotiation profession
For a long time, negotiation was practiced empirically, but today it has become a key skill requiring preparation and training. In this lesson, we’ll look at how the profession of professional negotiator has evolved.
07:26
2/ Position yourself as a legitimate negotiator
Legitimacy in negotiation is what gives you the power to negotiate. In this lesson, we’ll look at how to establish your legitimacy in the face of the opposing party, and discuss the “4 powers” of negotiation.
10:38
3/ Drawing up a negotiating mandate
Preparing your mandate is an essential part of negotiation. We’ll look at what a mandate is, and how to build it by positioning the different axes and the objectives to be defined for each of them.
08:18
4/ Define the SCO – Shared Common Objective
Defining a common objective or OCP© is the basis of any negotiation. In this lesson, we’ll define this OCP© by working on hypotheses to get the other party to verbalize this objective.
07:20
5/ Understand the motivation of the opposing party
We do nothing without motivation, and negotiation is no exception to this rule. We’ll try to understand what lies behind a first position, sometimes too high or too low, and how to put forward the real stakes of the negotiation.
11:00
6/ Provide intelligence
It’s easy to find the organizational chart of an organization, but much more complex to understand the real power relationships. In this lesson, we’ll look at how to use a Socioplan© to refine our approach strategy.
12:29
7/ Drawing up the opposing sociogram
The acceleration of all cycles, whether economic, social or technological, requires us to think in terms of rhythm rather than time. We will define each action sequence to develop the team’s polymorphism and achieve the set objective.
09:12
8/ Master the 3 negotiation strategies
There are different strategies in complex negotiation. Here, we’ll look at the three main strategies used: cooperation, competition and opportunity cooperation, in order to define the one that creates the most added value.
11:15
9/ Understanding the balance of power
The balance of power in negotiation is a constant factor that will largely determine the choice of strategy. In this lesson, we’ll look at how to understand and position ourselves according to it.
08:24
10/ Drawing up the strategic plan
In this lesson, we’ll look at what’s really at stake, i.e. the need we’re seeking to satisfy through negotiation. It’s vital to define it clearly, as it will connote all the other stages of the negotiation.
06:17
11/ Planning the negotiation
In this lesson, we’ll look at the notion of time, and how it differs from one person to another. We’ll then define the stages of negotiation and use the ROP© tool to plan our objectives at each stage.
10:54
12/ Repeating the first contact
The first contact is key in negotiation. We’ll learn how to establish a climate of trust that’s conducive to initial exchanges, and how to train ourselves to adapt our three channels of communication to the other party.
07:37
This masterclass is part of the Unlimited Offer priced at €69 incl. VAT, including logbooks and profile tests.
HIGHLIGHTS
12 LESSONS FOR GETTING TO KNOW YOURSELF
- Exclusive, never-before-seen videos on the subjects of trust, negotiation and leadership.
- Exceptional experts, recognized for their skills in the field and their ability to pass on lessons learned from their operational experience.
- Concrete examples and debriefings of real-life cases to support the theoretical input essential for assimilating the concepts covered.
- An exclusive logbook for each Masterclass, containing key definitions, concepts covered and a bibliography dedicated to each theme.
- 12 video lessons per Masterclass, so you can watch and review them whenever and wherever you like, at your own pace.
- Inspiring experts who put themselves within everyone's reach, so that everyone can, at their own pace, become the person, the negotiator, the trusted leader.
- An intimate atmosphere and a sharing of stories and experiences from the field to illustrate the fundamental concepts of trust, negotiation and leadership.
- A notebook of exercises and personal questions to record your own ideas and experiences, so that each Masterclass is your own.
This masterclass is part of the Unlimited Offer priced at 69€ incl. VAT, including logbooks and profile tests.
The other masterclasses
BECOME THE PERSON YOU TRUST
