Short courses

Programme executive

Effective negotiations

Two days - Sophia Antipolis

Workshop in English.

Contact us
Practical information
Domain
Sales and business development
Target audience

​For anyone who wishes to improve his/her negotiation skills. Prerequisite: upper-intermediate level in English (B2). Four to six participants.
Duration

​Two days
Date

​Groups formed upon request.
Please contact us
Sophia Antipolis, France
Fees

​€1200  (tax not incl.)
Contact

​Étienne André
+33 4 93 95 32 94
etienne.andre@skema.edu

Overview

  • Structuring your thinking about negotiation and analysing individual negotiation styles
  • Balancing competitive and collaborative approaches and appreciating the value of persuasion
  • Improving people skills: empathy, trust, active listening… and developing creativity, perception and framing
  • Taking into account the interests of all stakeholders and managing conflict

Learning approach: Effective verbal presentations

The course will involve a balance between structured tutor input and group exercises (negotiation exercises, group sessions…). It is based on active-learning principles and demands full commitment from participants.

Training programme

    • Concepts and approaches / Styles: analysing your strengths and weaknesses
    • Getting down to business
    • Understanding your clients, communicating with them
    • Influence and persuasion (art and tactics, insight into decision-making…)
    • Creativity and negotiation (thinking out of the box, thinking on your feet, negotiation as brain-storming…)
    • Techniques for closing deals
    • Techniques for conflict management, dealing with hard-ball tactics

    • Setting a personal action plan
    • Structured tutor input and group exercises