Advanced Negotiation Training for Executive Engineers

Our client's engineers participate in high-level negotiations - all of whom hold Master's degrees from renowned institutions and who feel very comfortable devising state-of-the-art technological solutions with their clients.
However, when it comes to negotiating price or even technical specifications, they are less confident and therefore need to perfect their technique in this area and - given that they are dealing with senior executives - how to treat them with the respect they deserve. A conventional negotiation seminar is not sufficient in this case.

3 stages focusing on making participants assume responsibility 

Each engineer will meet with the Anderna consultant, who, as well as being a skilled negotiator, will be knowledgeable in the automobile sector. The consultant takes on the role of client in a mock key negotiation for the AEM. In order for the consultant to be believable in his role, a case study will be outlined with the participant's superiors.

The following sequence is fundamental to the success of the strategy:

• The consultant fully understands the strengths and weaknesses of each case

• The case is true to the ‘real scenario' - this is essential.
• Participants do not get to know the consultant. There must be no familiarity or empathy, as is often the case in conventional role-plays. This way, the meeting does not stray from its initial objective: to defend conditions

Participants meet with the consultant for an intensive seminar. The subject-driven methodological content will focus on the true needs of participants.

The consultant:

• Presents his conclusions from the perspective of the client represented the day before

• Adapts the presentation of concepts based on his observations
• Presents them from the perspective of what he observed the day before
• Organizes short and specific trial runs
• Proposes initial detailed measures for implementation

Change of style! Another consultant, specializing in mental coaching, works with participants on negotiations from a psychological and behavioral perspective

• How do we control our motivation and emotions in situations where much is at stake?
• How do we determine the modus operandi of our clients?
• How do we prepare for a negotiation using positions of perception, strategies and emotional states?
• How do we measure risk against security during a negotiation? How do we regain control of the dialogue?

The presence of consultants on the second day consolidates the methodological content covered the previous day. Throughout the day, using practical exercises based on coaching methods used by professional athletes, the consultant goes through the methodology studied the day before and the behavioral techniques required to use it confidently - a day that is greatly appreciated by participants.