Negotiation Tactics and Professional Training Paths

Effective Negotiation Strategies and Tactics

Common Negotiation Strategies

• Imposition: I Win-You Lose
• Collaboration: I Win-You Win
• Compromise or Transaction: I Lose-You Lose
• Evasion
• Accommodation: I Lose-You Win

Tactics for Information Preparation

Key tactics for preparing arguments include the secret letter, soaking the ground, the red herring, psychological warfare, anchoring, and direct assault.

Tactics for Argumentation

Common methods used to argue include salami, conciliation, compromise, know-nothing, haggling, good cop/bad cop, and painless delivery.

Tactics for Difficult Situations

Strategies to handle challenging scenarios: change of subject, avoiding the false lure, guilt, sphinx, broken record, judo, bulldog, break, and limited resources.

Item 16: Professional Routes

Vocational Training in the Education System

The Vocational Training (FP) education system comprises:

• PCPI: Depending on the modules completed, these make it possible to obtain the Certificate in Compulsory Secondary Education (ESO) and part of secondary education.
• Intermediate Vocational Training: Leads to a Technician qualification.
• Higher Level Vocational Training: Leads to a Senior Technician qualification.

The FP is organized into modules. You can obtain a title by attending classes, studying via distance learning, or through free testing.

National Catalogue of Professional Qualifications (CNCP)

The CNCP consists of professional qualifications demanded by the labor market. These qualifications are associated with several units of competency organized into learning modules. A professional qualification is covered by one or more units, and each unit of competence is associated with one or more modules.

• Professional Qualifications: The set of skills required to perform a job.
• Professional Competence: The body of knowledge and skills that allow the exercise of a profession.
• Unit of Competence: The minimum divisible part of a professional competence capable of recognition and partial accreditation.

Educational Levels and Accreditation

• Level 1: Credited for having passed a qualification program.
• Level 2: Technician qualification.
• Level 3: Senior Technical title.
• Level 4: University degree.
• Level 5: Postgraduate university degree.