What you will be able to do
- Prepare a negotiation, your target, your limit and your fallback.
- Estimate the zone where agreement is possible, and recognise when it doesn't exist.
- Discover the interests hidden behind positions, yours as well as the other side's.
- Set a justified first figure, and trade each concession for something in return.
- Create value for both parties, hold firm under pressure, close and write the agreement down.
Who it is for
For anyone who needs to reach an agreement with another party whose interests partly differ from their own. The method works whatever your job: at a front desk, in a workshop, at a patient's bedside, behind a screen, on a building site or at the head of a team. The module follows two negotiations at a small craft brewery, one of them with its malt supplier, but the exercises and the exam put you in many other situations.
How the module unfolds
- 1IntroductionWhat the skill covers, and what the module will teach you to do.
- 2A running story, “The Brasserie du Coquelicot”The same working situation stays with you from one step to the next, with a character from the story who plays the role of mentor.
- 3The theory, with everyday examplesIn each lesson, the method set out simply, with examples drawn from working life.
- 4The game, “The zone of agreement”Each step you complete moves the game forward, right to the last one.
- 5The signature exercise, “Trading priorities”The module's method, to apply to your own situations.
- 6Two role playsTwo conversations to see through to the end, with detailed feedback on your choices.
- 7The examTen random questions about new situations. Eight correct answers unlock The Method and your certificate.