Le gestionnaire et la négociation
Translated Title"Managing and Negotiating"SummaryEnglish instruction is available for customized seminars only. Detailed information about this seminar in French. In today's organizations, yesterday's structures and behaviours are giving way to new organizational models. The role of authority has lessened or has certainly become more complex, while negotiating has grown increasingly important. Market globalization has only served to accentuate this phenomenon. Negotiations can be conducted in a variety of contexts, both with internal players and external stakeholders. Negotiation is a decision-making mechanism where an agreement is reached through the interdependence of the parties involved. From this perspective, professional development can help participants improve:
Workshop Director
L. Sc. comm., HEC Montréal; Ph. D. (Industrial Relations) Professor, Department of Human Resources Management, HEC Montréal |
Next datesMontreal (HEC Montréal) : 9 a.m. to 5 p.m. FeesNeed information ? |
+ Program
The keys to negotiating
- Elements of the negotiation process
- Negotiation prerequisites
- Concept of interdependence
- Creativity and value generation through negotiation
Effective negotiating styles
- The qualities of a good negotiator
Negotiation strategies and tactics
- Determining factors of a strategy
- Distributive strategies and tactics
- Basic strategies
- Formal or procedural tactics
- Substantive tactics
- Principles of integrative and cooperative negotiation
The negotiation process
+ Objectives
- Understand the context and components of negotiating
- Identifying various bargaining styles and the benefits and drawbacks of each
- Determine own style and learn ways of playing up strengths and playing down weaknesses
- Analyze the creative and value-generating aspects of the negotiation process
- Analyze the factors that shape strategic choices
- Review confrontational and collaborative strategies
- Outline the negotiation process
+ Method
This program will feature an interactive approach. Role-playing and group discussions will enable participants to refine their negotiating skills and their ability to evaluate a situation and negotiation process.
+ Participants
This program is intended for managers and professionals whose duties include negotiating and decision-making.
+ Note(s)
1.3 continuing education unit (CEU) is awarded for this program.
