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What is
the challenge during the negotiation?
Doing so many things at once. Controlling our body language, observing
and reading theirs – particularly when they are from a different
cultural background, digesting the new piece of information they have
just provided and finding a way of responding to it, clarifying what
they are saying, identifying their real interests, testing the reality
of their constraints, maintaining unity inside our team… The list
goes on and on.
Our approach to negotiation draws on both Anglo-Saxon and Latin sources
because our clients negotiate in an international environment where different
cultural assumptions are at work. In our training courses, we develop
the skills you need to improve your results.
Negotiation
course for a single company
Negotiation “public” course
Let’s remember that the negotiation has usually begun before we
enter the negotiating room. How well we do in there depends partly on
how well we handle the preparation and consultation phase.
10
steps for preparing a negotiation
What is more important in a negotiation? Preparation… or relationships?
Research shows that negotiators gather strong impressions about the Other
Party’s attitudes within 3 minutes of beginning, i.e. things can
go wrong very quickly…
Negotiations
can go wrong very quickly…