The skills of negotiator
- The 8 areas of knowledge
- The 8 skills of know-how
- Evaluation and mapping
- Favourable ground
Influential communication
- The oratory
- The power of listening
- In search of the challenging question
- Checkmate Game
Management of conflicting negotiations
- Assertiveness
- The legitimacy and certainty of the act
Negotiating style
- The dial of the negotiators
- Diagnostic and Positioning
- Characteristics of the dominant style
Behavioural mastery
- The negotiator in the mirror
- The negotiator next to me
- The opposite negotiator
Take advantage
- Style affinities – tactics
- Comfort and stress zones
- Have 4 Aces in your game: which last resort for which negotiator profile ?
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