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SCHEMA DE LA NEGOCIATION SOCIALE SOCIAL NEGOTIATION SCHEMA DE LA NEGOCIATION SOCIALE EVENT: change, claims, attacks DIALOGUE BREACH OF DIALOGUE SOCIAL ACTION, SOCIAL CONFLICT = will to influence SOCIAL NEGOTIATION

SOCIAL NEGOTIATION POWER - more power - consolidate positions TRAPS - myth of the pear cut into two - fighting and war - cat and mouse - good and bad - the truth ART OF THE POSSIBLE - always or never - pluralism and tolerance - work together

OF SOCIAL NEGOTIATION: THE COMPONENTS OF SOCIAL NEGOTIATION: WORLD POLICY ISSUES CONFLICT COLLECTIVE ACTION PUBLIC ACTION THE BALANCE OF POWER AGGRESSION COMMUNICATION

SOCIAL NEGOTIATION Definition and characteristics of negotiation Confrontation Protagonists Bridging the gap, the differences The balance of power Objective and manœuvring margin Acceptable solution

THE THREE GREAT VARIABLES SOCIAL NEGOTIATION THE THREE GREAT VARIABLES POWER TIME INFORMATION

LA NEGOCIATION AU QUOTIDIEN Setting goals Preparing the negotiation Look for a solution Possible outcome Maximum : the best Minimum : the lowest acceptable Goal : realistic forecast « Range » Informe Concrete proposals Strategy Arguments Self-control Put into context Self-confidence Idea of consensus Disagreement Concession Compromise Consensus

TEN ADVANTAGES OF THE PREPARATION WHO ? Vertical relations Personal relations Mapping relationships Improvement ? Mandates ? Qualification of the relationships WHAT ? Motivations Negotiable solutions inside meetingroom Negotiable solutions outside meetingroom Justification criteria Seek satisfaction Integrative/ Distributive ? BATNA (best alternative to a negotiated agreement) Anchors HOW ? Process Communication Logistic Agenda, timing Listen and speak Venue, resources…

THE STRATEGIES

THE TEN STRUCTURAL PRINCIPLES OF ADVANCEMENT THE PREPARATION BEFORE THE ACTION THE RELATIONSHIP BEFORE ANY ACTION LISTEN BEFORE YOU SPEAK THE PROCESS BEFORE THE BOTTOM THE COALITION BEFORE PARTICIPATION THE CREATION OF VALUE BEFORE DIVISION OF VALUE INVENTION OF SOLUTIONS BEFORE TAKING A DECISION THE AGREEMENT FORMULA BEFORE THE FORMULATION OF DETAILS THE BEST POSSIBLE SOLUTION OUTSIDE MEETING BEFORE CLOSING THE NEGOTIATION FORMALIZATION OF THE AGREEMENT BEFORE ADJOURNEMENT

THE STAGES OF NEGOTIATION ATTITUDES METHODES INSTRUMENTS ADJUSTEMENT Information Being available Being tolerant Willingness to understand Being accessible Ready to listen Synthesize CONSULTATION CONTACT QUESTIONING REFORMULATION ENGAGEMENT Dare to affirm Being intelligible Argue, refute Convergences and contradictions CONFRONTATION PROPOSITION DISCUSSION ARRANGEMENT Points of agreement Not negotiable points Mutual profit Solution & relation CONCRETISATION BALANCE DECOMPRESSION

THE METHODE OF NEGOTIATION Treat people’s issues seperately from the dispute Focus on the interests and not on positions Think of solutions offering mutual benefits Demand use of objective criteria - Develop objective criteria - Base discussions on objective criteria

Some practical tips Before the first meeting - preparation - strategy - questions to ask and who will ask them - bilateral meetings - research possible solutions The meeting - start from facts - questions-reformulation - do not go to next item without reformulation - beware of the blur

Some practical tips The wording - clarity - words = dynamite - definition Some principles - negotiate starting from your project - always several solutions - the interests - put yourself in the ‘other’s’ position - be ferm but never say never - do not make concessions in the heat of the battle - point by point or global - make a personal commitment : given word, trust, respect, credibility…

Some practical tips The team - Chef - technicians - observer Attitude & behavior - retain control of the game : cool, animator - objections = energy (avoid interpretation and deafness) (use objections and attacks: essential)

Some practical tips Informe permanently rank & file - neutral - speed - credibility : announce but keep scoop of first press conference Formulation of the agreement - check everything - if oral agreement, written confirmation + minutes of the meeting

THANK YOU!