Objectives :

• Master the strategies and effective behaviors in various internal and external types of negotiation a researcher can have to lead.
• Focus on positive coping strategies focused on objectives and not on positions in the conduct of negotiations.
• Learn how to create the conditions for a beneficial deal for all stakeholders.

Agenda :

• Take into account the complexity of negotiations in the research community: stakeholders influence systems
• Dealing with a stakeholder having a negative view of the concept of negotiation, remain positive with a negotiating attitude
• Training in the four phases of the cycle of a negotiating environment: Exploration & Mechanisms of influence- Ajustement- Finalization
• Prepare a complex negotiation: to anticipate the strategies of stakeholders, combined defensive and offensive strategies in developing your negotiation.
• Install a communication logic centered on processes and not on content, on the objectives and not on the positions: direct path, power of purpose.
• Identify the real and masked expectations and positions of stakeholders in a negotiation through concrete positive questioning
• Convince with the matrix of influence factors and convincing effects
• Identify one’s spontaneous behavior in difficult negotiations: enhancing its strengths, reduce the negative impact ofbehaviorial refuges
• Defend his research project including its positions with the keys of the adjustment: The mutual concessions
• Take the initiative of decision making with the offensive action scheme
• Specificity of the Anglo-Saxon context in negotiation.

Educational Methodology :

This module is run mostly as role plays, introducing and illustrating the theoretical contributions. This allows to work on both strategies and behaviors