Description

The Masterclasses in complex negotiation are based on an operational and pragmatic approach developed through the founder of ADN Group’s unique experience.

Teaching methods

The masterclass in Complex Negotiation privileges the educational aspect which gives an advantage to the individual assimilation of skills.

The instructor subtly alternates between a theoretic approach and role-playing based on real cases, which helps students quickly grasp the keys to the technique.

Objectives

Supplies you with tools that are easily assimilated and can be used immediately by participants in their daily negotiations

Provides a unique reference to prepare for, conduct, conclude and debrief any kind of negotiation

Allows you to understand and incorporate the human factor and the psychological mechanisms of human relations

Program

CONTEXT

• Identify the motivations of the opposing party
• Determine the motivations of the negotiator
• Discover the shared interest

ACTORS

• Establish the opposing party’s influence map
• Gather information
• Identify complex profiles

BALANCE OF POWER

• Analyse the balance of power
• Restore the balance of power
• Determine the appropriate strategy

TACTICAL APPROACH

• Assign a mandate
• Build the team
• Plan the negotiation

CONTACT

• Establish one’s credibility
• Build rapport
• Influence the other party

CLOSING

• Give value to the opposing party
• Have the other party accept the agreement
• Close symmetrically or asymmetrically

AFTER

• Run a final debriefing
• Maintain one’s negotiation level
• Prepare for the NSTAA© test