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Negotiations are an integral part of our daily lives, whether in a professional or personal context. Although we're not talking about the big strategic negotiations here, mastering the fundamentals of negotiation is essential for success in all facets of life. The aim is simple: to provide you with tools and strategies that you can apply on an ongoing basis, whether in business discussions, family compromises or simple everyday exchanges.
Negotiation, often perceived as a term associated with business and commercial transactions, goes far beyond these specific areas. In reality, negotiation is a shared problem-solving process that requires a set of essential skills:
Careful listening : It's crucial to understand the positions of all parties involved. This active listening enables us to grasp everyone's needs, concerns and interests, creating a solid basis for finding solutions.
Empathy: it's essential to accept other parties' points of view and recognize their perspectives. By putting ourselves in other people's shoes, we can better understand their motivations and aspirations, thus facilitating the negotiation process.
Analytical skills: it is necessary to carefully examine the different options available and identify potential compromises that can lead to a mutually beneficial agreement. This rational analysis enables us to make informed decisions and find creative solutions to problems.
It's important to note that negotiation is not synonymous with conflict, but rather with problem-solving. It aims to find the conditions for agreement between the parties involved. Although it is often associated with sales and purchasing professionals, it is also a valuable skill for managers in managing conflicts and problems within their teams. Similarly, mastering the art of negotiation is beneficial for individuals in managing their own personal and professional self-improvement.
The success of a negotiation depends largely on meticulous preparation. Even before embarking on a high-stakes discussion, it is essential to :
First, the objectives of both parties must be established. Realistically visualizing success by identifying what is hoped for from the negotiation is crucial. The question to ask yourself is: "The negotiation will be successful if..." This clear vision will guide you throughout the process.
Next, you need to identify the points that are negotiable. Whether it's price, job level or the deadline for a raise, understanding what is possible to negotiate on is essential. This understanding will help define the starting position, which should necessarily be higher than the final objective.
It is also essential to define the breaking point, i.e. the minimum that will not be exceeded. This will provide a clear guideline during the negotiation and avoid giving in to unwanted compromises.
The NUMA tip for effective preparation: anticipate concessions and quid pro quos. Anticipate the compromises that can be made and prepare the corresponding quid pro quos. For example, offer a price reduction in exchange for an early order.
For points that are difficult to negotiate, the "door in the nose" technique can be used. Starting with requests that you know the other party will refuse creates the illusion that efforts are being made by refusing later, and presents the real request as a concession.
Negotiation is a subtle game in which every move counts. To succeed, it's essential to master the golden rules that guide every step of the process. Here are four fundamental principles that will help you successfully navigate any negotiation situation, accompanied by concrete examples to illustrate their practical application.
1. Always reaffirm the strengths of your proposal to reinforce your future concessions
When negotiating, it's crucial to maintain the value of your offer by highlighting its strong points. For example, if you're selling a car, highlight its unique features, such as its low fuel consumption or advanced safety system. By doing so, you reinforce the perceived value of your product, which will make your subsequent concessions more acceptable to the other party.
2. Identify the other party's concession area
Understanding the other party's limits is a key to reaching a mutually beneficial agreement. Ask open-ended questions such as, "What aspects would you be willing to discuss?" or "How might we find common ground?" This will enable you to identify the points on which the other party is willing to compromise, giving you an edge in the negotiation.
3. Never go backwards too far (> 5%) on the first try
Backing down too quickly in a negotiation can weaken your position and compromise your credibility. For example, if you are proposing a sales price for a product, don't give in immediately to a request for a substantial reduction. By remaining firm in your initial positions, you show that you're confident in the value of what you're proposing.
4. Back off gradually and in decreasing amounts, and ask for something in return.
It's all a question of argumentation. When you make concessions, do so gradually and strategically. For example, if you lower the price of a product, do so gradually and ask for something in return, such as a long-term purchase commitment or favorable payment terms. This shows that you have a floor and that you're not prepared to give in without getting something in return.
By following these four golden rules of negotiation, you'll be better equipped to become an effective negotiator. Keep them in mind and use them as powerful tools to achieve your goals and reach mutually beneficial agreements.
And to become a master in the art of negotiation, discover the 5 key steps to successful negotiation.
NUMA's "The Art of Negotiation" course is a professional training program designed to give you the tools and skills you need to meet these challenges successfully. It is delivered both face-to-face (Paris, France, International) and remotely. It is also integrated into numerous management training courses.
The teaching objectives are clear and precise:
It lasts 2 hours and takes place as follows:
The strength of this training? Learning how to apply what you've learned in a practical and effective way to each concrete situation. Whether it's reinforcing your own strengths, identifying the other party's concession zone or reacting to key objections, each participant emerges armed with the strategies needed to achieve positive results.
Each of our training contents is developed on the basis of more than 500 real-life cases that we get participants to react to. Each case is matched with tools, best practices and techniques that can be applied directly in their daily lives. The key to creating commitment throughout the training: your participants come and come again because they are convinced of the concrete usefulness of what they have learned. Priority management and planning are essential pillars of our approach, enabling you to focus on the skills that really matter.
Depending on the challenges you face, we co-construct a series of thematic modules, both remote and face-to-face: workshops. This short format (2 hours remote, 3 hours face-to-face), in small groups (up to 12 participants from your company), covers around 6 real-life cases on which we get participants to react, with the resulting actions. The modalities of each session are designed to maximize efficiency and learning. Task management and situation control are an integral part of these workshops. Each workshop also includes an evaluation to measure learning effectiveness.
NUMA trainers speak the same language as the participants: with over 15 years' experience in management and leadership positions, each coach is therefore an expert and ultra-legitimate on the subjects he or she tackles, enabling participants to experience first-hand the best ways of handling these situations while sharing their feedback. Each trainer is selected on the basis of his or her skills and experience. Speakers bring unique perspectives and proven strategies for managing emergencies and critical issues.
To find out more about our approach and how we structure our training courses, click here.
Negotiations are an integral part of our daily lives, whether in a professional or personal context. Although we're not talking about the big strategic negotiations here, mastering the fundamentals of negotiation is essential for success in all facets of life. The aim is simple: to provide you with tools and strategies that you can apply on an ongoing basis, whether in business discussions, family compromises or simple everyday exchanges.
Negotiation, often perceived as a term associated with business and commercial transactions, goes far beyond these specific areas. In reality, negotiation is a shared problem-solving process that requires a set of essential skills:
Careful listening : It's crucial to understand the positions of all parties involved. This active listening enables us to grasp everyone's needs, concerns and interests, creating a solid basis for finding solutions.
Empathy: it's essential to accept other parties' points of view and recognize their perspectives. By putting ourselves in other people's shoes, we can better understand their motivations and aspirations, thus facilitating the negotiation process.
Analytical skills: it is necessary to carefully examine the different options available and identify potential compromises that can lead to a mutually beneficial agreement. This rational analysis enables us to make informed decisions and find creative solutions to problems.
It's important to note that negotiation is not synonymous with conflict, but rather with problem-solving. It aims to find the conditions for agreement between the parties involved. Although it is often associated with sales and purchasing professionals, it is also a valuable skill for managers in managing conflicts and problems within their teams. Similarly, mastering the art of negotiation is beneficial for individuals in managing their own personal and professional self-improvement.
The success of a negotiation depends largely on meticulous preparation. Even before embarking on a high-stakes discussion, it is essential to :
First, the objectives of both parties must be established. Realistically visualizing success by identifying what is hoped for from the negotiation is crucial. The question to ask yourself is: "The negotiation will be successful if..." This clear vision will guide you throughout the process.
Next, you need to identify the points that are negotiable. Whether it's price, job level or the deadline for a raise, understanding what is possible to negotiate on is essential. This understanding will help define the starting position, which should necessarily be higher than the final objective.
It is also essential to define the breaking point, i.e. the minimum that will not be exceeded. This will provide a clear guideline during the negotiation and avoid giving in to unwanted compromises.
The NUMA tip for effective preparation: anticipate concessions and quid pro quos. Anticipate the compromises that can be made and prepare the corresponding quid pro quos. For example, offer a price reduction in exchange for an early order.
For points that are difficult to negotiate, the "door in the nose" technique can be used. Starting with requests that you know the other party will refuse creates the illusion that efforts are being made by refusing later, and presents the real request as a concession.
Negotiation is a subtle game in which every move counts. To succeed, it's essential to master the golden rules that guide every step of the process. Here are four fundamental principles that will help you successfully navigate any negotiation situation, accompanied by concrete examples to illustrate their practical application.
1. Always reaffirm the strengths of your proposal to reinforce your future concessions
When negotiating, it's crucial to maintain the value of your offer by highlighting its strong points. For example, if you're selling a car, highlight its unique features, such as its low fuel consumption or advanced safety system. By doing so, you reinforce the perceived value of your product, which will make your subsequent concessions more acceptable to the other party.
2. Identify the other party's concession area
Understanding the other party's limits is a key to reaching a mutually beneficial agreement. Ask open-ended questions such as, "What aspects would you be willing to discuss?" or "How might we find common ground?" This will enable you to identify the points on which the other party is willing to compromise, giving you an edge in the negotiation.
3. Never go backwards too far (> 5%) on the first try
Backing down too quickly in a negotiation can weaken your position and compromise your credibility. For example, if you are proposing a sales price for a product, don't give in immediately to a request for a substantial reduction. By remaining firm in your initial positions, you show that you're confident in the value of what you're proposing.
4. Back off gradually and in decreasing amounts, and ask for something in return.
It's all a question of argumentation. When you make concessions, do so gradually and strategically. For example, if you lower the price of a product, do so gradually and ask for something in return, such as a long-term purchase commitment or favorable payment terms. This shows that you have a floor and that you're not prepared to give in without getting something in return.
By following these four golden rules of negotiation, you'll be better equipped to become an effective negotiator. Keep them in mind and use them as powerful tools to achieve your goals and reach mutually beneficial agreements.
And to become a master in the art of negotiation, discover the 5 key steps to successful negotiation.
NUMA's "The Art of Negotiation" course is a professional training program designed to give you the tools and skills you need to meet these challenges successfully. It is delivered both face-to-face (Paris, France, International) and remotely. It is also integrated into numerous management training courses.
The teaching objectives are clear and precise:
It lasts 2 hours and takes place as follows:
The strength of this training? Learning how to apply what you've learned in a practical and effective way to each concrete situation. Whether it's reinforcing your own strengths, identifying the other party's concession zone or reacting to key objections, each participant emerges armed with the strategies needed to achieve positive results.
Each of our training contents is developed on the basis of more than 500 real-life cases that we get participants to react to. Each case is matched with tools, best practices and techniques that can be applied directly in their daily lives. The key to creating commitment throughout the training: your participants come and come again because they are convinced of the concrete usefulness of what they have learned. Priority management and planning are essential pillars of our approach, enabling you to focus on the skills that really matter.
Depending on the challenges you face, we co-construct a series of thematic modules, both remote and face-to-face: workshops. This short format (2 hours remote, 3 hours face-to-face), in small groups (up to 12 participants from your company), covers around 6 real-life cases on which we get participants to react, with the resulting actions. The modalities of each session are designed to maximize efficiency and learning. Task management and situation control are an integral part of these workshops. Each workshop also includes an evaluation to measure learning effectiveness.
NUMA trainers speak the same language as the participants: with over 15 years' experience in management and leadership positions, each coach is therefore an expert and ultra-legitimate on the subjects he or she tackles, enabling participants to experience first-hand the best ways of handling these situations while sharing their feedback. Each trainer is selected on the basis of his or her skills and experience. Speakers bring unique perspectives and proven strategies for managing emergencies and critical issues.
To find out more about our approach and how we structure our training courses, click here.
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