An Executive's skills include conducting complex negotiations with calm, precision and strategy, as a world leader would when faced with international challenges. There are three key areas to consider: strategic preparation, to develop a winning strategy before entering a negotiation; interest reading, to learn how to distinguish the positions and interests of counterparts and recognize the real motivations behind the interlocutors' demands; and finally, the ability to use persuasive communication, which means having a conscious use of voice, posture and silences, but also careful management of reactions to create impact and authority.
In the meeting, the moment of negotiation is addressed in three moments: before, during and after, namely how to prepare, how to negotiate and how to read hidden feedback. All of this is done using examples drawn from very particular leaders, namely heads of state and diplomats, and holding together seemingly different concrete contexts. Not only, not anymore, just Warren Baffet, but the Camp David Accords or the Treaty of Versailles are still inspiring today.

By the end of the meeting, participants will have:

• learned techniques to prepare for a negotiation strategically, to have a solid initial position by assessing the context scenario ("high or low")
• developed the ability to interpret the counterpart's interests, immediately adapting negotiating tactics ("know your counterpart")
• understood the difference between influence and negotiation, using Robert Cialdini's levers to concretely improve the ability to persuade the counterpart and bring him closer to one's interests.