GROUP TRAINING - 2019

GROUP TRAINING

PURCHASING ACADEMY

ADVANCED NEGOTIATION Following the “Principles of Negotiation” course, this program assists in developing the skills to prepare and run a complex negotiation combining both fundamental and advanced techniques.

Digital Content

OBJECTIVES

• To be able to use the most advanced negotiation techniques of a professional negotiator • To prepare and successfully run a complex negotiation, consisting of various targets with high-stakes • To embrace the negotiation structure, language and attitudes required for high stake and complex negotiation contexts speci c to Saint-Gobain

PARTICIPANTS

Purchasers willing to master the negotiation methods of professional negotiators in their own context.

PROGRAMME

• Independent or interrelated targets? The structure • In which order to sequence the targets? Stake and difficulty evaluation • How much flexibility to introduce in one’s position for each target? The 5 negotiation tactics and their consequences on the preparation. • How to conduct the negotiation process? The negotiation phases. • How to act at the different negotiation stages? The posture to display according to the tactic. Teaching techniques: Includes presentations, discussions, role- play, flash simulations, and case studies with a one-year assistance programme comprising of software to support the preparation.

Prerequisites

• Principles of Negotiation (Highly recommended)

Organization

• 2 days • Face-to-face session • 10 participants • Attendance sheets and online course evaluation form

TRAINER

Language: english, french

Jean-Baptiste Houzet - Jean-Maxence Belquin Samuel Aguilar - Arnaud Dambreville - Blandine Bilard

Costs & Registration click here

Programme manager: Eric Portut Coordinator: Ajit-Joseph Sunny

TRAINING 2019

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