Languages: English, French
Price (from): €2,750 / day
François E. Aubert is a consultant, business coach, speaker, trainer and lecturer (Trinity College Dublin). His consulting and training expertise comes from 30 years dealing with leaders, entrepreneurs, families and companies in over 50 countries in Europe, Middle East (including the Persian Gulf), Africa, Americas, and Asia combined with a solid educational background. He holds an MBA from the Heriot-Watt University in Edinburgh and is a Certified Financial Analyst and Portfolio Manager (CEFA), CAIA charter-holder, TEP (Registered Trust and Estate Practitioner), Certified Trainer (Swiss Federal Certificate), Certified Business Coach, NLP, and Belbin Certified Practitioner.
About the training
This course is designed to help service providers improving their negotiation skills with their clients and any other counterparty. It is built around very practical case studies and role-plays covering the most common situations they are facing on a regular basis. And it is focussing on service delivery. At the end of this workshop, participants will have practical tools so they can apply immediately what they’ve learned upon their return to the office.
A mixture of formal presentations, exercises, classroom discussions, and case studies, implying a lot of interactivity. Case studies are reflecting various real-life business situations, allowing participants to improve their skills during and most importantly after the course.
Know the steps of the negotiation process; Understand the basic rules of negotiation; Appreciate the negotiation environment in services industries
Know how to prepare a negotiation; Be able to run a negotiation; Know the laws of influencing
Adapt to negotiation styles; Understand the personality and power in negotiation; Know how to deal with a difficult negotiator
Manage the ploys; Deal with conflictual situations; Be able to close a deal
The negotiation process
Personalities in negotiation
The fees game
The negotiation environment
Managing the ploys
Conflict Management & Alternative Dispute Resolution
Closing a deal
Workshop conclusion and farewell