Successful negotiations
  • Assertiveness & control of emotions - Assertiveness & control of emotions / self-awareness / self-management
  • Change management - Change management in finance
  • Communication, conviction - Communicating & convincing in Finance – Active listening - Analytical thinking bringing value – Clarity, brevity & impact - Weak signals and meaning, in a context of infobesity - Ability to reconcile contradictory interests and manage dilemmas - Retreat and crisis situations - Strategic thinking.
  • Negotiation in finance - Negotiation techniques, partner mapping, BATNA

Target audience

- Accounting managers
- Chartered Accountants, Statutory Auditors
- Consolidation and Accounting Directors
- Financial Directors and Controllers
- Financial managers
- Management controllers
- Treasurers

1 day

Prerequisites

This training does not require any particular prerequisite.

Objectives

– Know the principles of a successful negotiation
– Know how to prepare the negotiation
– Keep the lead: staying on top of the discussion

Detailed content

> The elements of a successful negotiation

– Basic principles
– The components of a negotiation ground
– The issue of power relationship and the art of balance

> Preparing for the discussion

– Assessing the situation
• Negociate, with whom??
• Distinguish between cost, price and value
• Les objectives and limits
– A matrix to be better prepared during the negotiation
– Concessions/counterparts and articulation
– Decoy and fallback position

> Conducting a discussion

– Asserting without aggressing
– Mastering the discussion around structured argumentation
– Pitfalls to avoid

Why should you attend?

The company is at the heart of multiple relationships with numerous third parties. Negotiation is an art of everyday life. Knowing how to negotiate is a key skill that any Finance Manager needs to have to master to the company’s economic balance, without deteriorating the quality of the relation with partners.

Training methods and assessment

Alternating theory, illustrations, business cases and best practices.
Transposition by participants to their own cases.
Quizzes and self-assessment questionnaires, role plays contribute to setting direction and giving an operating dimension to the training.
Assessment questionnaire.
A training certificate is delivered at the end of the session.

The trainer is available by e-mail to answer any follow-up questions participants may have.

Price

1020 € Excl. VAT – 1 224 € Incl. VAT

Médias

Témoignages

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Jonathan C.
Entreprise
Formation