Negotiating Skills

   
    Objectives:
  • Determine your negotiation style;

  • Learn how to prepare a negotiation;

  • Identify various types of negotiations;

  • Get to know your partners & their position;

  • Control the various negotiation phases & the behaviors;

  • Learn how to conduct a negotiation meeting;

  • Manage conflict within a negotiation.

This training is available for:

Any Manager wishing to acquire the basic techniques of a negotiation.

Duration: 2 days

 
 

Contents

I. Overview

  • Definition;

  • Examples of negotiation;

  • Difficulties encountered in the negotiations;

  • Paradigms.

II. Actors

  • Negotiator: expected skills;

  • Model of negociatorsí perception:

  • sensory model;

  • PCM Model;

  • Identify & understand the interactions.

Workshop

 

III. Traps to avoid

  • Management of the attitudes:

  • Reactive;

  • Projective;

  • Others;

  • Traps to be avoided:

  • Polemic;

  • Forceful passing;

  • Manipulation;

  • Disqualification;

  • Some situations.

Workshop

 

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.

Workshop

VI. Opening the negotiation

  • To prevent fear;

  • Opening;

  • Respect the preliminaries.

Workshop

 

VII. Negotiation progress

  • Errors to be avoided;

  • Best practices;

  • Management method.

Workshop

 

VIII. Intercultural negotiation

 

IX. Negotiation strategy

  • Choice;

  • Taking the initiative;

  • Letting it come.

Workshop

 

X. Phase before conclusion

  • Fast assessment;

  • Managing disagreements;

  • Concession;

  • Compromising;

  • Consensus.

Workshop

 

XI. Conclusion

  • To manage the conclusion phase;

  • To consolidate your negotiation;

  • To make an assessment to capitalize & progress.

 
 

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