NEGOCOACH

Analysis tool

The techniques matrix

All 360 techniques, scored on 6 criteria. Filter, sort, and tick two techniques to compare them side by side. Technique pages open in French, the language of the library.

No. Technique Eff. Impact Discr. Prep. Risk Ethics School Potential Caution
001 The Cube Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
002 The Fait Accompli Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
003 The Technical Impossibility Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
004 The Rumpelstiltskin Effect Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
005 The After-the-Decimal-Point Effect Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
006 The Plot Twist Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
007 The Red Herrings Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
008 The Honey and Vinegar Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
009 The Intimidation Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
010 The Final Shave-Off Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
011 The Good Cop, Bad Cop Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
012 The Two-Stage Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
013 The Relay Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
014 The Harassment Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
015 The Withdrawal Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
016 The Imbalance Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
017 The Liberating Conflict Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
018 The Decoy Release Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
019 The Fly-Fishing Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
020 The Discovery Trail Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
021 The Sunk Cost Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
022 The Controlled Dramatization Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
023 The Ultimatum Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
025 The Reciprocity Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
026 The Reality Wall Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
027 The Strategic Delay Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
028 The Illusion of Choice Technique Négociation structurelle 8 5 6 8 3 7 0/5 6.3 3.5
029 The Emotional Leverage Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
030 The Option Simulation Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
031 The Partial Decision Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
034 The Win-Lose Framing Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
035 The Positive Reinforcement Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
036 The Strategic Comparison Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
037 The Semantic Reframing Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
038 The Emotional Framing Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
039 The Initial Refusal Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
040 The Personal Story Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
041 The Role Reversal Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
042 The Contrast Principle Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
043 The Pre-Commitment Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
044 The Tactical Silence Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
045 The Forced Decision Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
046 The Escalation of Commitment Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
047 The Diversion Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
048 The FOMO Technique (Fear of Missing Out) Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
049 The Repetition Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
050 The False Concession Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
051 The Demand Fragmentation Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
052 The Time Control Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
053 The Double Bind Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
054 The Calculated Exaggeration Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
055 The Questioning Silence Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
056 The Temporary Retreat Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
057 The Emotional Reframing Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
058 The False Urgency Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
061 The Revealing Question Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
062 The Anchor Point Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
063 The Appeal to Authority Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
064 The Symbolic Hostage Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
065 The Paradoxical Negotiation Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
066 The Time-as-a-Weapon Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
067 The Decoy Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
068 The Tactical Concession Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
069 The False Alternative Technique Négociation structurelle 8 5 6 8 3 7 0/5 6.3 3.5
070 The Emotional Shock Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
072 The Technical Pretext Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
075 The Deliberate Delay Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
076 The Forced Status Quo Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
077 The Minimal Commitment Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
079 The Directed Presupposition Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
080 The Common Ground Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
081 The Indirect Negotiation Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
082 The Psychological Attrition Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
083 The Surprise Solution Technique Négociation structurelle 8 5 6 8 3 7 0/5 6.3 3.5
084 The Reinterpreted Frame Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
085 The Fragmented Negotiation Technique Négociation structurelle 8 5 6 8 3 7 0/5 6.3 3.5
086 The Calculated Acceleration Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
087 The Conditional Concession Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
088 The Reverse Deterrence Technique Influence psychologique 8 9 7 6 5 4 0/5 8.0 6.0
089 The Bounce-Back Negotiation Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
090 The Unassailable Proposal Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
091 The Voluntary Restriction Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
092 The Controlled Reactivity Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
093 The Argument from Expertise Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
094 The Collaborative Approach Technique Cadrage & justification 7 6 6 5 3 6 0/5 6.3 4.0
095 The Future Projection Technique Influence psychologique 8 9 7 6 5 4 0/5 8.0 6.0
096 The Urgency Lever Technique Pression temporelle 7 7 5 3 6 4 0/5 6.3 6.5
097 The Responsibility Transfer Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
099 The Psychological Contrast Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
101 The Cognitive Reactance Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
103 The Staircase Offer Technique Négociation structurelle 8 5 6 8 3 7 0/5 6.3 3.5
106 The Strategic Ambiguity Technique Manipulation de la perception 8 8 9 7 7 2 0/5 8.3 8.0
107 The Expectation Management Technique Gestion des concessions 8 5 5 6 3 7 0/5 6.0 3.5
108 The Discourse Framing Technique Gestion des concessions 8 5 5 6 3 7 0/5 6.0 3.5
109 The Element Dissociation Technique Tactiques de communication 7 6 7 4 3 7 0/5 6.7 3.5
110 The Calculated Avoidance Technique Tactiques de communication 7 6 7 4 3 7 0/5 6.7 3.5
111 The Narrative Sequencing Technique Gestion des concessions 8 5 5 6 3 7 0/5 6.0 3.5
112 The Objection Anticipation Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
113 The Progressive Breakdown Technique Techniques de persuasion 8 7 6 5 4 5 0/5 7.0 5.0
114 The Nested Offer Technique Gestion des concessions 8 5 5 6 3 7 0/5 6.0 3.5
115 The Mirror Effect Technique Tactiques de communication 7 7 7 4 3 7 4/5 7.0 3.5
116 The Emotional Labeling Technique Influence psychologique 8 10 7 6 5 4 4/5 8.3 6.0
117 The Accusation Audit Technique Tactiques de communication 7 7 7 4 3 7 4/5 7.0 3.5
118 The Ackerman Model Technique Gestion des concessions 8 6 5 6 3 7 4/5 6.3 3.5
119 The Flinch Technique Manipulation de la perception 8 8 9 7 7 2 4/5 8.3 8.0
120 The Vise Technique Techniques de persuasion 8 7 6 5 4 5 4/5 7.0 5.0
121 The False Stake Technique Cadrage & justification 7 6 6 5 3 6 4/5 6.3 4.0
123 The BATNA Technique Négociation structurelle 8 5 6 8 2 9 5/5 6.3 2.0
124 The Interests-over-Positions Technique Négociation structurelle 8 5 6 8 2 9 5/5 6.3 2.0
125 The Objective Criteria Technique Cadrage & justification 7 6 6 5 2 8 5/5 6.3 2.5
126 The Social Proof Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
127 The Give-and-Take Technique Gestion des concessions 8 5 5 7 3 7 4/5 6.0 3.5
128 The Trial Balloon Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
129 The Endowment Effect Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
130 The Tightrope Technique Pression temporelle 7 7 5 4 6 4 4/5 6.3 6.5
131 The Loss Aversion Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
132 The Decoy Effect Technique Manipulation de la perception 8 9 9 7 7 2 5/5 8.7 8.0
133 The Mental Accounting Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
134 The Focal Point Technique Négociation structurelle 8 5 6 9 3 7 4/5 6.3 3.5
135 The Ladder of Change Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
136 The Cross-Cultural Negotiation Technique Négociation structurelle 8 5 6 8 3 7 4/5 6.3 3.5
137 The Start-with-No Technique Influence psychologique 8 9 7 6 5 4 4/5 8.0 6.0
138 The Black Swan Technique Négociation structurelle 8 6 6 8 3 7 4/5 6.7 3.5
139 The Nudge Technique Techniques de persuasion 8 8 6 5 4 5 5/5 7.3 5.0
140 The Halo Effect Technique Manipulation de la perception 8 9 9 7 7 2 5/5 8.7 8.0
141 The Benjamin Franklin Effect Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
142 The SPIN Method Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
143 The Burning One's Boats Technique Négociation structurelle 8 5 6 9 3 7 4/5 6.3 3.5
144 The Limited Authority Technique Gestion des concessions 8 5 5 6 3 7 4/5 6.0 3.5
145 The Pre-Suasion Technique Cadrage & justification 7 7 6 5 3 6 5/5 6.7 4.0
146 The IKEA Effect Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
147 The Liking Principle Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
148 The Unity Principle Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
149 The War of Attrition Technique Pression temporelle 7 7 5 4 6 4 4/5 6.3 6.5
150 The Illusion of Transparency Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
151 The Primacy and Recency Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
152 The DESC Method Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
153 The Synchronization Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
154 The Pygmalion Effect Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
155 The Mere Exposure Effect Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
156 The Confirmation Bias Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
157 The Foot-in-the-Door Technique Techniques de persuasion 8 7 6 5 4 5 4/5 7.0 5.0
158 The Door-in-the-Face Technique Techniques de persuasion 8 7 6 5 4 5 4/5 7.0 5.0
159 The Game of Chicken Technique Pression temporelle 7 7 5 4 6 4 4/5 6.3 6.5
160 The Gordon Method Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
161 The Team Negotiation Technique Négociation structurelle 8 5 6 8 3 7 4/5 6.3 3.5
162 The Framing Effect Technique Cadrage & justification 7 7 6 5 3 6 5/5 6.7 4.0
163 The Availability Heuristic Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
164 The Winner's Curse Technique Négociation structurelle 8 5 6 8 3 7 4/5 6.3 3.5
165 The Ambiguity Aversion Technique Influence psychologique 8 10 7 6 5 4 5/5 8.3 6.0
166 The Integrative Negotiation Technique Négociation structurelle 8 5 6 8 2 9 5/5 6.3 2.0
167 The Separate-the-People-from-the-Problem Technique Négociation structurelle 8 5 6 8 2 9 5/5 6.3 2.0
168 The Columbo Technique Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
169 The Alternative Close Technique Techniques de persuasion 8 7 6 5 4 5 4/5 7.0 5.0
170 The Overton Window Technique Cadrage & justification 7 6 6 5 3 6 4/5 6.3 4.0
171 The Guanxi Technique Négociation structurelle 8 5 7 8 3 7 2/5 6.7 3.5
172 The Mianzi Technique Influence psychologique 8 9 8 6 5 4 2/5 8.3 6.0
173 The Nemawashi Technique Négociation structurelle 8 5 7 8 3 7 2/5 6.7 3.5
174 The Ringi Technique Négociation structurelle 8 5 7 8 3 7 2/5 6.7 3.5
175 The Honne and Tatemae Technique Tactiques de communication 7 6 8 4 3 7 2/5 7.0 3.5
176 The Haragei Technique Tactiques de communication 7 6 8 4 3 7 2/5 7.0 3.5
177 The Nunchi Technique Tactiques de communication 7 6 8 4 3 7 2/5 7.0 3.5
178 The Kibun Technique Influence psychologique 8 9 8 6 5 4 2/5 8.3 6.0
179 The Japanese Silence Technique Tactiques de communication 7 6 8 4 3 7 2/5 7.0 3.5
180 The Souk Bargaining Technique Techniques de persuasion 8 7 6 5 4 5 2/5 7.0 5.0
181 The Wasta Technique Négociation structurelle 8 5 6 8 3 7 2/5 6.3 3.5
182 The Majlis Technique Négociation structurelle 8 5 6 8 3 7 2/5 6.3 3.5
183 The Russian Nyet Technique Techniques de persuasion 8 7 6 5 4 5 3/5 7.0 5.0
184 The Maskirovka Technique Manipulation de la perception 8 8 9 7 7 2 3/5 8.3 8.0
186 The German Sachlichkeit Technique Cadrage & justification 7 6 6 5 3 6 3/5 6.3 4.0
187 The Brazilian Jeitinho Technique Négociation structurelle 8 5 6 8 3 7 3/5 6.3 3.5
188 The Indian Jugaad Technique Négociation structurelle 8 5 6 8 3 7 3/5 6.3 3.5
189 The Ubuntu Technique Négociation structurelle 8 5 6 8 3 7 3/5 6.3 3.5
190 The Indaba Technique Négociation structurelle 8 5 6 8 3 7 3/5 6.3 3.5
192 The Scandinavian Consensus Technique Négociation structurelle 8 5 6 8 3 7 3/5 6.3 3.5
194 The Kill with a Borrowed Knife Technique Manipulation de la perception 8 8 10 7 7 2 2/5 8.7 8.0
195 The Besiege Wei to Rescue Zhao Technique Négociation structurelle 8 5 7 8 3 7 2/5 6.7 3.5
196 The Hide a Knife Behind a Smile Technique Manipulation de la perception 8 8 10 7 7 2 2/5 8.7 8.0
198 The Empty City Technique Manipulation de la perception 8 8 10 7 7 2 2/5 8.7 8.0
199 The Remove the Ladder After the Ascent Technique Gestion des concessions 8 5 6 6 3 7 2/5 6.3 3.5
200 The Befriend the Distant, Attack the Near Technique Négociation structurelle 8 5 7 8 3 7 2/5 6.7 3.5
201 The Sacrifice the Plum for the Peach Technique Gestion des concessions 8 5 6 6 3 7 2/5 6.3 3.5
203 The Watch the Fire from Across the River Technique Pression temporelle 7 7 6 3 6 4 2/5 6.7 6.5
204 The Toss a Brick to Get Jade Technique Gestion des concessions 8 5 6 6 3 7 2/5 6.3 3.5
205 The Beat the Grass to Startle the Snake Technique Tactiques de communication 7 6 8 4 3 7 2/5 7.0 3.5
207 The Anchoring Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
208 Loss Aversion Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
209 The Endowment Effect Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
210 Confirmation Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
211 The Status Quo Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
212 The Authority Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
213 The Availability Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
214 The Sunk Cost Bias Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
215 The Illusion of Control Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
216 Social Proof Biais cognitifs exploitables 8 10 6 5 5 4 5/5 8.0 6.0
217 The Pygmalion Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
218 The Golem Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
219 The Halo Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
220 The Horn Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
221 The Barnum Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
222 The Contrast Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
223 The Scarcity Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
224 The IKEA Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
225 The Zeigarnik Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
226 The Pratfall Effect Influence sociale 8 9 7 4 5 4 5/5 8.0 6.0
227 Paralipsis Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
228 Preterition Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
230 The Rhetorical Concession (concessio) Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
232 Prolepsis (anticipating objections) Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
233 Antanaclasis Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
234 Loaded Reframing Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
235 The Dialectical Reversal (retorsion) Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
236 The Argument by Analogy Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
237 The Limited Hangout (partial admission) Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
238 The Conversational False Flag Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
241 The Gray Rock Method Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
242 Compartmentalization (need-to-know) Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
243 The Controlled Leak Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
244 The Consistency Test Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
246 Inconsistency Detection (deception-cue analysis) Techniques de renseignement 7 7 10 7 8 1 3/5 8.0 9.0
247 The BATNA Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
248 The WATNA Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
249 The ZOPA Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
250 MESOs (Multiple Equivalent Simultaneous Offers) Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
251 Logrolling Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
252 Package Negotiation Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
253 Principled Negotiation Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
254 The Mutual Gains Approach Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
255 The Single Negotiating Text Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
256 Interest Mapping Négociation internationale 8 5 4 8 1 10 5/5 5.7 1.0
257 Tactical Empathy Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
258 Labeling Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
259 Verbal Mirroring Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
260 Future Pacing Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
261 Emotional Calibration Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
262 Strategic Validation Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
263 The Pattern Interrupt Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
264 Emotion Management Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
265 Emotional Recentering Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
266 Relational Calibration Intelligence émotionnelle 8 10 6 6 3 6 4/5 8.0 4.0
267 The Trial Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
268 The Assumptive Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
269 The Puppy Dog Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
270 The Columbo Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
271 The Sharp Angle Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
272 The Benjamin Franklin Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
273 The Alternative Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
274 The Takeaway Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
275 The Summary Close Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
276 The Alternative Close (variant) Closing commercial 8 7 6 4 4 5 4/5 7.0 5.0
277 Synchronization Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
278 Body Mirroring Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
279 Calibration Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
281 Pace Variation Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
282 Occupying the Space Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
283 Eye-Contact Management Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
284 Body Positioning Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
285 Micro-Expressions Communication non verbale 7 7 8 5 3 6 3/5 7.3 4.0
287 Asynchronous Negotiation Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
288 Digital Silence Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
289 The Calibrated Follow-Up Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
290 The Engaging Written Recap Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
291 Video-Conference Negotiation Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
293 The Strategic Paper Trail Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
294 Channel Selection Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
296 Instant-Messaging Negotiation Négociation digitale et à distance 7 6 6 6 3 6 3/5 6.3 4.0
297 The Kraljic Matrix Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
298 Should-Cost (Target Costing) Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
299 Open-Book Purchasing Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
300 The Reverse Auction Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
301 Cost Breakdown Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
302 Total Cost of Ownership (TCO) Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
303 BAFO (Best And Final Offer) Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
304 Supplier Segmentation Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
305 Supplier Development Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
306 Multi-Sourcing and Dual-Sourcing Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
307 Make or Buy Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
308 Supplier Relationship Management (SRM) Achats & supply chain 8 5 4 9 3 8 3/5 5.7 3.0
309 The Challenger Sale Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
310 The MEDDIC Method Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
311 The Sandler Method Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
312 SNAP Selling Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
313 Solution Selling Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
314 Value Selling Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
315 Customer-Centric Selling Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
316 Gap Selling Vente & méthodes commerciales 8 7 6 7 4 6 3/5 7.0 4.5
317 The Caucus (Private Session) Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
318 Shuttle Mediation Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
319 Reality Testing Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
320 Circular Questioning Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
321 Facilitative Mediation Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
322 Transformative Mediation Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
323 Restorative Justice Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
324 Co-Mediation Médiation & résolution de conflits 8 7 4 7 2 9 3/5 6.3 2.0
325 Coercive Diplomacy Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
326 Confidence-Building Measures (CBMs) Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
327 Coalition Building Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
328 Back-Channel Diplomacy Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
329 The Framework Agreement Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
330 Diplomatic Triangulation Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
331 Good Offices Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
332 The Ripeness Theory Diplomatie & négociation internationale 7 6 6 9 4 7 3/5 6.3 4.0
333 The Settlement (art. 2044 French Civil Code) Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
334 Conciliation Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
335 Arbitration Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
336 Judicial Negotiation (amicable settlement) Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
337 The Settlement Agreement Protocol Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
338 The Participatory Procedure Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
339 Judicial Mediation Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
340 The CRPC (French plea bargaining) Droit & modes amiables 7 5 4 9 3 8 3/5 5.3 3.0
341 Salary Negotiation Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
342 The Negotiated Exit Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
343 The Mandatory Annual Negotiation (NAO) Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
344 Managing Labour Disputes Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
345 Cross-Functional Negotiation Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
346 Budget Negotiation Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
347 Hierarchical Negotiation Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
348 Negotiating Remote Work and Mobility Management, RH & négociation interne 7 6 5 7 4 7 3/5 6.0 4.0
349 Preparing Your Negotiation with AI Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
350 AI-Assisted Debriefing Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
351 Simulating a Counterpart Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
352 AI Bias Detection Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
353 Prompt Engineering for Negotiation Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
354 Scenario and Strategy Generation Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
355 AI Counterpart Analysis Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
356 The Real-Time Negotiation Copilot Négociation augmentée par l'IA 7 5 5 8 3 6 3/5 5.7 4.0
357 Poor Preparation Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
358 Over-Concession Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
359 Poor Anchoring Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
360 Escalation of Commitment Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
361 Overconfidence Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
362 Poor Emotion Management Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
363 Poor Closing Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
364 The Fixed-Pie Bias (fixed-pie myth) Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
365 Neglecting Your BATNA Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
366 The Winner's Curse Erreurs & pièges de la négociation 3 4 4 3 8 5 3/5 3.7 7.0
367 The DISC Model Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
368 The Big Five (OCEAN) Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
369 Process Communication (PCM) Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
370 The Thomas-Kilmann Model Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
371 Social Styles Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
372 The Negotiation Canvas Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
373 The Pre-Negotiation Checklist Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
374 The Power-Balance Analysis Grid Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
375 The Concessions Table (Give/Get) Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
376 The Interests/Options Matrix Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
377 The Post-Negotiation Debriefing Grid Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
378 The MESORE/ZOPA Preparation Sheet Outils & préparation de la négociation 7 4 5 9 2 8 3/5 5.3 2.5
379 Ethos Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
380 Logos Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
381 Pathos Rhétorique et joutes verbales 7 6 6 5 3 5 3/5 6.3 4.5
382 Nonviolent Communication (NVC) Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
383 Socratic Questioning Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
384 Active Listening Tactiques de communication 7 6 7 4 3 7 4/5 6.7 3.5
385 Negotiating with a Chinese Counterpart Négociation internationale 8 5 5 8 2 9 2/5 6.0 2.0
386 Negotiating with a British Counterpart Négociation internationale 8 5 4 8 2 9 3/5 5.7 2.0
387 Negotiating in the Gulf Négociation internationale 8 5 4 8 2 9 2/5 5.7 2.0
388 Negotiating with a North American Counterpart Négociation internationale 8 5 4 8 2 9 3/5 5.7 2.0
389 The Johari Window Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5
390 Transactional Analysis Modèles & profils de personnalité 7 7 6 7 3 7 3/5 6.7 3.5

NEGOCOACH editorial scores out of 10, calibrated by family and by school. For "Risk", a high value signals a cost to the relationship.

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