Tailor-made Intensive Courses



Three Days Intensive Training on Strategic Negotiation with Guy Olivier Faure

Negotiation is at the heart of human interaction. Whatever forms it takes, verbally or nonverbally, consciously or unconsciously, people negotiate whenever they interact. How can one get an upper hand in negotiations with more subtle techniques which enable to observe keenly the ongoing overall situation? This three-day programme offers a set of negotiation strategies, models and tools, showing how to reach an agreement even in most difficult situations. These together will change the way you view and conduct virtually every negotiation


Preparing the negotiation: The Global Situation

Analysing the context

The psychology of the counterpart

Strategic thinking and action

Basic technical concepts

Strategic preparation


The Variables and their management

Trust and credibility

Dealing with powerful counterparts

Exploring options. Creativity

The Process

Single Issue bargaining

“Chicken” game

Multiple issues bargaining

Win-win techniques

Strategic and tactical moves

Dealing with major obstacles

Uncertainty, risk taking

Coping with threats

Dealing with difficult people

Dealing with tricky counterparts

Handling deadlocks

Negotiating with foreigners

The cultural dimension

The negotiation concept

Negotiator’s values

Cultural effectiveness

The Agreement

Closing the deal


Assessing the quality of the agreement

The effective negotiator

Profiling your own negotiation style

Key points for personal effectiveness

“‘Veni Vidi Vici’ – ’ I came, I saw ,I conquered’. CERIS-ULB was a unique and unforgettable experience as I got lot of valuable lessons and insights. I wouldnt have been able to achieve my goals without passing through the school.”

Joseph Kwame Sarfo-Adu (Office Of The President, Republic Of Ghana)

Pr. Riccardo Petrella - Official Opening Session 2008-2009

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