Institut NERA - Institut de Négociation et de Recherche Appliquée

What Institut NERA - Institut de Négociation et de Recherche Appliquée does

Institut NERA (Institut de Négociation et de Recherche Appliquée) is a Paris-based, privately-held negotiation training, consulting, and professional assistance firm founded in 2017 by Dr. Julien Pelabere. The institute targets enterprises (including CAC40 companies such as TotalEnergies, Société Générale, Orange, Deloitte, PwC, Décathlon, and Carrefour), government organizations, and individual professionals facing high-stakes, complex commercial, M&A, crisis, and contractual negotiations. Its core methodology is the proprietary CELIA® 5-step Influence Negotiation system, developed through four years of Sorbonne doctoral research, complemented by the SEMPER® listening protocol and PREPA 4P preparation method. The firm has assembled a network of 14+ named expert practitioners including former RAID and GIGN crisis negotiation commanders, PhD academics, and certified psychologists.

The company monetizes through three primary revenue streams: (1) fee-for-service professional training programs delivered via MasterClass (2-day in-person at €3,490 HT per person) and BootCamp formats (6-week blended at €1,650 HT per person), both CPF/OPCO/FNE eligible and leading to the RS7155 state-recognized certification; (2) individual coaching and advisory engagements at €500 HT per 30-minute session, booked directly via Calendly; and (3) corporate conference and keynote speaking. In 2024, the institute expanded into AI-augmented products with the launch of Negobrain.ai, an AI-powered negotiation preparation and simulation platform, and Profiling Negotiator Personality, a 10-competency assessment tool. Distribution is anchored by a substantial owned-media ecosystem: the PourParler podcast (1.2M+ listens), the most-watched TEDx negotiation talk globally (1.3M+ views), a weekly newsletter, and earned media across TF1, M6, BFM, Forbes, and Harvard Business Review.

Operationally, the firm runs on a lean headcount of approximately 10 internal employees augmented by a 14+ expert consultant network, with academic embedment at HEC Paris, Sciences Po, Sorbonne, and INSP (ex-ENA). The business model is predominantly professional services with transactional unit economics, no disclosed external funding, and founder-owned equity. The institute is QUALIOPI-certified and holds the RS7155 state registration, which together unlock public funding channels and create structural barriers against uncertified competitors in the French training market.

Name

Institut NERA - Institut de Négociation et de Recherche Appliquée

Legal name

Institut NERA : Institut de Négociation et de Recherche Appliquée

Website

https://institut-nera.com

Company type

Private

Founded year

2017

Operating status

Operating

Headcount range

1–10 employees

Short description

Institut NERA is a Paris-based, founder-led negotiation training and consulting firm that delivers proprietary CELIA® methodology programs, AI-augmented coaching tools, and crisis negotiation assistance to French enterprises, government organizations, and senior professionals.

Ownership category

akta.pro rank

Product category

Professional Negotiation Training & Advisory

NAICS

Professional and Management Development Training (61143), Educational Support Services (61171), Educational Services (611)

SIC

Services-Educational Services (8200), Services-Management Consulting Services (8742)

akta.pro primary industry

Workshops, Webinars & Live Masterclasses (MPACALAD)

akta.pro secondary industries

Certification & Credentialed Creator Programs (MPACALAI), Video Conferencing for Education (Education-Optimized Meetings/Webinars) (EDAFABAB), Study Habits & Homework Systems Workshops (EDAMAIAL)

Keywords

• Negotiation training
• Executive coaching
• Crisis negotiation
• AI negotiation platform
• Influence negotiation

Headquarters

HQ city

Paris

HQ country

France

HQ region

Europe

Offices1 record

Markets served

GTM type

B2B and B2C

Offering type

Services

Cost components

Personnel, Marketing or Sales, Technology or R&D, Operations

Revenue model

1. Professional Training & Certification Programs: Fee-for-service training programs delivered in-person (MasterClass) or via BootCamp format (6-week blended). Programs are certifiable (RS7155 registered), CPF/OPCO/FNE eligible, and sold to enterprises (intra-company) or individuals (inter-company). Revenue is one-time per participant per cohort.
2. Individual Coaching & Advisory: One-on-one negotiation coaching sessions with Dr. Julien Pelabere or expert team members, booked via Calendly at €500 HT per 30-minute session. Revenue is transactional per session, with possibility of multiple consecutive sessions.
3. Conference & Keynote Speaking: Julien Pelabere is engaged as a speaker for corporate conventions and seminars. The conference on Influence Negotiation is described as an inspirational, demand-generation event that may lead to downstream training enrollments.

Pricing tiers

Go-to-market motion2 records

Distribution channels4 records

Marketing channels5 records

Core offering

Institut NERA provides negotiation training (MasterClass and BootCamp certification programs), customized enterprise coaching and on-demand negotiation assistance for high-stakes situations, and AI-augmented negotiation tools (Negobrain.Ai coaching platform and Profiling Negotiator Personality assessment). The institute also delivers inspirational conferences and operates the PourParler podcast. It serves enterprises (CAC40, government organizations), commercial professionals, and individuals through its proprietary CELIA® influence negotiation methodology.

Product overview

Institut NERA offers a comprehensive suite of negotiation training and consulting services built around its proprietary CELIA® influence negotiation system. The core offering includes in-person MasterClass programs (2 days plus remote digital negotiation module) and BootCamp certification programs (6-week intensive courses covering topics like 'Négocier Sans Céder' and 'Conclure quand le client hésite'). The portfolio also includes AI-powered tools—Negobrain.Ai (AI negotiation coach and scenario simulator) and Profiling Negotiator Personality (assessment tool for negotiators)—alongside professional assistance services for critical negotiations and an inspirational conference program. All training can lead to state-recognized certification (RS7155) and is CPF-eligible. The PourParler podcast extends reach with free expert content. The methodology integrates frameworks including SEMPER®, PREPA 4P, and the NERA reference system.

Differentiator

Problem solved

Functional benefit

Brands

• PourParler: The first podcast of negotiation in France, with over 1.2 million listens and over 48 guests, offering 50 hours of free content featuring the best French negotiation experts.
• Profiling Negotiator Personality
• Negobrain.Ai

Products and services

• MasterClass Négociation d'Influence (Fondamentaux) A 2-day in-person training program (14h) plus a 0.5-day digital module (3h) and elearning (7h, 67 videos) on the CELIA® influence negotiation system, including the SEMPER® protocol and AI-powered negotiation tools. Priced at €3,490 HT per person (rate valid through 31/12/25). Limited to 18 participants per cohort. CPF/OPCO/FNE eligible. Targets executives, sales leaders, and professionals seeking a comprehensive negotiation methodology foundation.
• BootCamp Négocier Sans Céder A 6-week blended certification program covering the CELIA® methodology, the SEMPER® protocol, profiling, live MasterClasses, simulations, and Negobrain.Ai coaching. Priced at €1,650 HT per person. Includes state-recognized certification (RS7155). Designed for negotiators, sales professionals, business developers, and key account managers. Achieves 9.3/10 satisfaction, 95% recommendation rate, and 90% certification rate.
• BootCamp Conclure quand le client hésite A 6-week blended program using the CELIA® method and AI-assisted preparation to teach sales professionals and entrepreneurs how to regain control when prospects become hesitant. Designed for B2B sales roles requiring improved closing capability.
• Negobrain.Ai The first AI-powered negotiation coaching platform in the world, available 24/7 as a personal assistant to simulate negotiations, test NERA loops, and audit cognitive biases. Used by negotiators preparing for high-stakes situations and bundled with BootCamp training programs.
• Profiling Negotiator Personality The first profiling tool worldwide for negotiators, assessing 10 strategic competencies to identify strengths and areas of improvement through a scientific cognitive mapping approach. Used by negotiators and professionals to benchmark and develop negotiation capabilities.
• Assistance et Conseil en Négociation Custom negotiation assistance and advisory services deploying expert teams within 24 hours for critical negotiations including commercial, social, contractual, cyber/ransomware, and crisis situations. Individual coaching sessions with Dr. Julien Pelabere or expert team members are booked via Calendly at €500 HT per 30-minute session with Stripe payment. Targets enterprises, government organizations, and individuals facing high-stakes negotiations.
• Conférence Négociation d'Influence Inspirational conference and corporate keynote on influence negotiation, delivered by Julien Pelabere. Includes the TEDx talk 'Négociation: ne cherchez pas le compromis' (the most-watched negotiation conference globally with 1.3M+ views) and serves as a demand-generation event for downstream training enrollments.

Quantifiable outcome

• 90% certification pass rate, 9.3/10 student satisfaction, 95% recommendation rate
• +2 more outcomes

Named customers8 records

Segments4 records

Ideal customer profiles3 records

Technology focussed Yes

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

AI capability5 records

Feature5 records

Partnerships

Seven partnerships are on record, tiered moderate and core.

• Harvard University / Program on NegotiationmoderateStrategic or Co-development Partner · 1 January 2024Guila Clara Kessous is certified by Harvard University in coaching using negotiation tools. Christophe Bofarull was trained at Harvard Law School. William Ury (founder of principled negotiation) is referenced as a key academic influence. The Harvard affiliation signals academic pedigree in the negotiation field.
• UNESCO / United NationsmoderateStrategic or Co-development Partner · 1 January 2024Guila Clara Kessous intervenes for international organizations including UNESCO and the United Nations on intercultural development projects. Provides international institutional legitimacy.
• HEC PariscoreStrategic or Co-development Partner · 1 January 2017Julien Pelabere teaches his negotiation research and CELIA® methodology at HEC Paris as part of executive education and degree programs. The partnership provides academic credibility and access to HEC's executive learner network.
• Sciences Po PariscoreStrategic or Co-development Partner · 1 January 2017Multiple Institute experts teach at Sciences Po Paris, including Christophe Bofarull, Laurent Maury, François Mattens, Bertrand Périer, and Hubert Myon. Programs include crisis communication, negotiation, and public affairs courses.
• Sorbonne (Université Paris 1 Panthéon-Sorbonne)coreStrategic or Co-development Partner · 1 January 2017Julien Pelabere spent 4 years in a Sorbonne research lab modeling the Influence Negotiation process. Frédéric Tomas and Thierry Paulmier also teach at the Sorbonne. The academic partnership underpins the scientific legitimacy of the CELIA® methodology.
• Institut National du Service Public (INSP, ex-ENA)coreStrategic or Co-development Partner · 1 January 2017Julien Pelabere, Frédéric Tomas, Bertrand Périer, Thierry Paulmier, and Hubert Myon all teach at France's elite civil service school (formerly ENA). Provides access to senior government officials and institutional credibility.
• JP GROUP (certifying body)coreImplementation/ SI/ Consulting Partner · 1 January 2017JP GROUP is the certifying entity for the RS7155 'Mettre en oeuvre une Négociation d'Influence' certification issued by Institut NERA. The partnership enables state-recognized certification for trainees.

Scale indicators8 records

Recent moves6 records

Expansion highlights6 records

Direct peers

• The Gap Partnership: UK-headquartered global negotiation training and consulting firm serving Fortune 500 clients with proprietary negotiation methodology, similar enterprise sales motion, and certified programs. Directly comparable in offering and buyer profile to Institut NERA.
• Vantage Partners: US-based negotiation and conflict management consulting firm founded on principled negotiation research (Harvard PON lineage). Directly comparable as a high-end negotiation consulting and training firm targeting enterprise clients with research-backed methodology.
• Black Swan (Chris Voss): Founded by Chris Voss, former FBI lead international kidnapping negotiator and author of 'Never Split the Difference.' Black Swan is the closest international peer — a boutique negotiation training and consulting firm selling proprietary methodology (Black Swan Method) to enterprises and individuals, with strong personal-brand-led demand generation.
• Karrass: US-based negotiation training company founded by Chester Karrass, offering negotiation seminars, in-house corporate training, and consulting. Direct competitor in negotiation training for enterprise buyers, with a longer operating history but less AI-augmented product.
• Huthwaite International: Global negotiation and sales performance consulting firm founded on behavioral research (SPIN® selling methodology). Comparable as a research-anchored negotiation/sales training firm targeting enterprise sales teams with proprietary IP and certified practitioner network.

Broad incumbents

• Dale Carnegie Training: Global incumbent offering broader professional development (leadership, communication, sales) including negotiation courses. Overlaps with Institut NERA in B2B training delivery but does not specialize in negotiation as a vertical; serves as the dominant scale incumbent.
• Orsys: French professional training incumbent with a broad catalog of corporate seminars including negotiation. Comparable buyer profile and CPF positioning in France, though Orsys is a generalist without Institut NERA's specialized methodology or AI tools.
• Cegos: French-headquartered global corporate training leader offering a broad catalog including negotiation. Major direct competitor for CAC40 enterprise training budgets and CPF-eligible courses, though Cegos' positioning is broader and less specialized than Institut NERA's scientific method.

Emerging players

• Program on Negotiation (Harvard Law School): Harvard's executive negotiation education program offering courses, executive training, and books. Comparable as an academic-anchored negotiation training provider, with which Institut NERA already has indirect affiliation (Guila Clara Kessous is Harvard-certified). Positioned upstream of Institut NERA in academic prestige.

Regional players

• International Negotiations Institute (INI): Switzerland-based global negotiation training institute offering executive programs and conferences. Comparable in providing research-anchored negotiation training for enterprise leaders, primarily serving the European and international market.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat6 records

Key risks6 records

Key highlights7 records

Customer concentration

• YouTubeyoutube.com/watch?v=N9duDfWSfU4
• Facebookfacebook.com/institutnera
• LinkedInlinkedin.com/company/institut-nera-negociation-et-recherche-appliquee
• Instagraminstagram.com/institut_nera

Compliance2 records

Revenue estimate

Valuation estimate

Number of profiles

Profiles15 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Institut NERA - Institut de Négociation et de Recherche Appliquée