C3S Consulting
Negotiating with Process Com'™
In negotiation, ignoring the psychological dimension of the other person's personality often leads to deadlock. This is because the negotiator seeks only to adjust his or her offer or position, whereas the stalemate more often stems from the failure to recognize the other's fundamental psychological needs. As long as these are not taken into account, no amount of technical or numerical concessions will suffice to get the exchange moving again.
Using the Process Com'™ model avoids this error.
The "negotiating with Process Com'™" module was validated by the method's creator Taïbi Kahler when he released the book "negotiating with Process Com'™" written by Dominique Rondot and published by Dunod in 2006.
Based on precise behavioral criteria, it enables us to identify the personality profile of our interlocutors, and to adopt negotiation postures and techniques adapted to each profile. One of the major advantages of this model is that it takes into account the dimension of negative stress: we can thus identify whether our interlocutor is in a situation of negative stress when we interact with him or her, or not.
But it also allows us to take into account the strengths and limitations linked to our own profile, which is given to us during training.
This profile is established using an online questionnaire prior to each session.