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Mercates is the training organisation of the Arcante Group dedicated to the Human Resources and Social Relations functions of companies and organisations. Mercates trains and supports Human Resources Directors, Social Relations Directors, Human Resources Managers, HR Business Partners and Lawyers in all economic sectors.

Social negotiation

They are therefore prepared to conduct negotiations on company agreements, which have become even more vital in recent years as they are given increasing importance in order to better adapt collective standards to the realities of a given company.

Mercates combines Arcante Group's negotiation methodology with an in-depth knowledge of the regulatory environment for professionals in these fields.

Participant testimonials

quotes Mercates

We operate in a highly regulated environment, which makes exchanges with the social partners complex, beyond the usual issues. The expertise of the Mercates training consultant and their operational knowledge of negotiation make them a partner of choice and confidence for the preparation and execution of our main social negotiations.

Yves, Director of Social Relations

Banks and Insurance

quotes Mercates

The sustained growth policy of our Group in France has generated new challenges in terms of dialogue with social partners. Mercates supported us throughout the entire mandatory annual negotiations process thanks to the combination of an efficient and pragmatic negotiation methodology and the in-depth knowledge of the problems a Human Resources Department in a large decentralised group faces.

Aline, Human Resources Director


quotes Mercates

The strengthening of company agreements increases the need for our Human Resources Department and our Social Relations Department to conduct negotiations with high stakes and high impacts. Mercates is their partner of reference and is a long-term partner thanks to its in-depth knowledge of the issues and negotiation objectives.

Emma, Group Training Manager


Our training programmes

Negotiation Fundamentals

This condensed programme is designed for anyone who has to conduct negotiations of moderate stakes and limited difficulty. It provides the essential tools for the technical preparation and conduct of a negotiation. At the end of this course, participants will be able to prepare their agenda, finely evaluate their margins for manoeuvre and their concessional systems, organise their various objectives and finally control the argumentation process for each negotiation objective.

Master Negotiation

A negotiation training programme, from technical preparation to negotiation management. Special emphasis is placed on the operational aspect, both on the technical level (know-how) and on the process level (expression skills). At the end of the course, participants will be able to deal with the majority of negotiation situations encountered in their company.

Negotiation Strategies

This training programme has been designed to develop specific in-depth skills in determining a successful negotiation strategy regardless of the balance of power. At the end of the training, you will be able to develop a basis for negotiation that is favourable to your interests and to bring the other party to it, even in an unfavourable negotiation context.

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Negotiation Stances

A training programme on the stances of performance in negotiation. From the discovery of one's central negotiating stance among the four possible options in professional negotiation to the language and behaviours associated with each stance to be deployed. Upon completion, participants will be able to deploy the stance for each particular negotiation situation encountered according to the defined negotiation tactics.

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Intensive negotiation training

Mercates offers intensive training modules for mastering the tools, techniques and methods of negotiation, both in terms of technical and tactical preparation and in terms of argumentation and stance. This programme is intended exclusively for trainees who have previously completed an initial training programme such as Negotiation Fundamentals or Master Negotiation. Built on intensive practice of negotiation cases close to real situations experienced by the trainees, they are prepared, simulated and filmed, then debriefed by a consultant. The consultant will then facilitate a summary of what has been learned in this module.

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Influencing Techniques

This programme is aimed at anyone in a position to carry out and defend a project in front of a decision-maker (either individually or as a panel), internally or externally. It aims to provide the necessary tools to prepare the message in order to finally obtain the decision-maker's support and green light. At the end of this training, trainees will know how to structure the project's message, calibrate it according to the decision-maker's profile, detect and prevent potential and expected objections, identify allies and opponents, and manage alliances.


The techniques and methods presented during our inter-company training courses are the subject of short presentations, extensively illustrated by concrete examples from real negotiations. More than half of the training time is spent on applying the techniques and methods presented during simulated negotiation meetings. These meetings are based on scenarios describing situations similar to those experienced by the participants.

The day after the training, participants can apply the lessons learned to their daily negotiations. Our training courses bring together a maximum of eight participants in order to encourage everyone to take part and learn the tools and techniques individually.

Our teaching is multimodal in that it combines classroom-based teaching, videos, exercises, case studies, and coaching at an individual level or in groups. Part of our training courses is digital and we attach equal importance to both the content and the container: course content, sequencing of the training and the various activities that are included.
Our monitoring unit enables us to remain aware of the latest developments in terms of courses and teaching methods and to study their relevance for our subjects and our audiences.

Our training systems

Classroom training

Mercates offers group training courses held within the company, alternating between plenary sessions, workshops and individual meetings. A choice of dates and location, team-building sessions and speed of implementation means our in-company training offers you real organisational flexibility.

Collaborative learning

The concepts and tools presented are systematically put into practice through simulations, cases and practical exercises. Trainees have the opportunity to test their knowledge in a pragmatic way in a dedicated environment that leaves room for experimentation and testing. The cases are all representative of real and current situations that are inspired by the Arcante Group's consultants' many training and consulting missions and their experience as negotiators.

Tailored training programmes

In addition to, or in place of our programmes, we build training programmes dedicated to our clients' specific needs. Whether it is a question of going into more detail on one or more themes, of training specifically for unprecedented negotiation situations, or of building training courses dedicated to each profile, we provide our trainees with all of our tools and methods in order to meet their specific needs.

Distance learning

Mercates also offers the option of following its distance learning courses from home or from your organisation without having to travel.

Distance learning courses have the same duration and programme as classroom-based courses. They are all delivered from our studios equipped with dedicated hardware and sophisticated video conferencing solutions. For participants, a computer with a Wi-Fi connection, a microphone and a webcam are all that is needed. Interactive tools enrich the exchange and sharing of experiences.

Our distance learning courses alternate between plenary sessions, workshops and individual meetings. The teaching quality of these courses is identical to that of classroom-based training.

Knowledge retention

The training sessions are intense moments and strong experiences for the trainees. One of the challenges is to ensure that knowledge is maintained over time and that the return on the training investment lasts. The Arcante Group provides its trainees with multiple resources on its learning platform and offers trainees the option of periodic consultations with its consultants after their training.

All our training courses are accessible to people with disabilities. We are happy to help you with your specific needs.

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A certified quality standard

Mercates is Qualiopi certified for the categories of actions contributing to the development of the following skills: training actions.

This certification is a guarantee of absolute quality, from design to production, including the selection of participants, administrative management, reception, and training tools and materials.

Mercates' Qualiopi quality certification assures our participants of the following :

  • The relevance and continuous improvement of our training courses
  • Administrative support for all procedures related to the handling of training by your OPCO
  • A programme adapted to your needs and level
  • The professionalism of our training consultants
  • The quality of trainee follow-up

Mercates' Qualiopi quality certification assures our participants of the following :

  • Financial support for their training
  • The professionalism of our training organisation and our training consultants
  • Simplified management of their career path

... a satisfaction guarantee

L’ensemble des participants à nos formations est satisfait des prestations de Mercates conformément aux fiches d’évaluations remplies à chaud à l’issue des formations et analysées par notre service qualité. 


of participants say that the training they received will facilitate their work


of participants say they have had their questions about purchasing negotiation answered


of participants would recommend our courses to others in the same business


of participants say that the training they received will facilitate their work


of participants would recommend our courses to others in the same business


of participants say they have had their questions about social negotiation answered


Summary of the results obtained from participants in our training courses in 2021 in all business sectors on 10 quality criteria relating to content, teaching methods and delivery.


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