Negotiation probably offers the most powerful means of resolving conflicts and optimising exchanges. In the first case, it prevents the value from being destroyed (waste of time, loss of money, social costs, etc.) and in the second case, it directly creates value (in principle, each party who signs a contract makes a profit). Negotiation can be used when two or more parties have interests that are neither completely divergent nor completely convergent, and they have the choice of whether or not to cooperate. Negotiation has now become central to most organisations (economic, political, social, etc.). It is a skill that is increasingly recognised and sought after because it is essential and cross-cutting in the business world.

The tools used in negotiation are often the same, whatever the type of negotiation: business negotiations (international contracts conducted by large companies or “simple” commercial contracts, etc.), negotiations sensitive (hostage-taking managed by RAID or GIGN, mergers and acquisitions carried out by business firms, etc.), salary negotiations (salaries, bonuses, training, etc.). It is customary to say that 80% of the success of a negotiation is the result of good preparation; that is why we offer this training to elected officials and executives of local authorities to prepare them well, with, in particular, applications to negotiations in organizations. All negotiation is done through techniques but also psychology, behaviours and emotions. This is why all the tools we present are structured around all these dimensions.