I. Overview

• Definition;

• Examples of negotiation;

• Difficulties encountered in the negotiations;

• Paradigms.

II. Actors

• Negotiator: expected skills;

• Model of negociators’ perception:

• sensory model;

• PCM Model;

• Identify & understand the interactions.

III. Traps to avoid

• Management of the attitudes:

• Reactive;

• Projective;

• Others;

• Traps to be avoided:

• Polemic;

• Forceful passing;

• Manipulation;

• Disqualification;

• Some situations.

IV. Negotiation phases

V. Preparation for a negotiation

• Introduction;

• Preparation methodology;

• Case preparation;

• Evaluation of competing forces;

• Definition of realistic objectives;

• Action plan definition;

• Psychological preparation.

VI. Opening the negotiation

• To prevent fear;

• Opening;

• Respect the preliminaries.

VII. Negotiationprogress

• Errors to be avoided;

• Best practices;

• Management method.

VIII. Intercultural negotiation

IX. Negotiation strategy

• Choice;

• Taking the initiative;

• Letting it come.

X. Phase before conclusion

• Fast assessment;

• Managing disgreements;

• Concession;

• Compromising;

• Consensus.

XI. Conclusion

• To manage the conclusion phase;

• To consolidate your negotiation;

• To make an assessment to capitalize & progress.