Course objectives & learning outcomes
- Identify negotiation styles and acquire the right skills to counteract
- Critical analysis of his own negotiating style and the impact that this style has on other people
- Improving negotiation skills in both competitive and collaborative situations
- Learning a wide range of techniques and persuasive tactics used in commercial negotiations
- A greater awareness of the issues that characterize the negotiation process – from planning to the finals steps of the transaction
- Identify manipulation techniques used in negotiation and ways to protect from them
Detailed Course Agenda
I. NEGOCIATION CONCEPT I BENEFITS OF THE NEGOCIATION
- What negotiation means?
- Selection of partners
- Important aspects of negotiation process
II. PREPARATION FOR NEGOCIATION PROCESS
- Structure of negotiating team
- Team member’s functions
- Key points in developing the strategy
- How to set up goals and stakes
- Space of the game: zone of divergence and convergence
- Essentials elements when preparing a negotiation process
III. COMMUNICATION AND RELATIONSHIP WITHIN NEGOCIATION PROCESS
- Communication skills for gathering information
- The questioning process
- Active listening
- Body language in negotiation
- Communication and influencing
- Types of words and expressions related to negotiation
- Argumentation in negotiation
- The effectiveness of argumentation
IV. STYLES, TACTICS AND TECNIQUES OF NEGOCIATION
- Negotiating style to be adopted
- Manipulation tactics and techniques within negotiation process
- What includes a valuable offer
- Presentation and discussion of the offers
- Negotiation tactics
- Cooperating tactics
- Conflicting tactics – pressure on opponents
- Tactics time
- Lying – how to identify it
- Cheating – methods to counteract
- How to protect ourselves against manipulation in negotiation
V. NEGOCIATION PROCESS PERFORMANCE
- Placing at the negotiating table
- Clarification of the positions
- Conducting negotiations
- Concluding negotiation
VI. POST NEGOTIATION
- Negotiation of the most effective contracts
- Supervising the contract progress
- Sales of new advantages and benefits
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