Fundamentals of Negotiation

This program offers the essential elements to strengthen your negotiation effectiveness. It can be articulated over 1, 2 or 3 days, depending on the customer needs

Key topics include:

  • Negotiation preparation
  • Interests vs. positions
  • Tactics
  • BATNA (Best Alternative To a Negotiated Agreement)
  • ZOPA (Zone of Possible Agreement)
  • Strategies at the negotiating table
  • Fundamentals on influencing

Multiple role plays, with video camera recording, are used to allow participants to apply the theory and get individual feedback.

Do you know how to answer the question
“What are your salary aspirations?”

Sign up and view this exclusive video where Giuseppe explains this concept at HEC Paris