1. GOOD MORNING AND WELCOME

2. 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

3. 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

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

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

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

7. 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

8. 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…

9. THE STRATEGIES

10. 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

11. 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

12. 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

13. 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

14. 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…

15. 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)

16. 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

17. THANK YOU!