Back

Effective negotiations

$
1800.00
Register
2 days | 16 academical hours

Training objectives
Training program Day 1
Training program Day 2

Training objectives

  • Learn principles and stages of effective negotiations
  • Understand how to achieve your goals while negotiating with customers, suppliers, and colleagues
  • Improve communication skills, necessary to reach a consensus
  • Analyze your own negotiation style and receive trainer’s feedback

Training program Day 1

Negotiation success factors
  • Two success factors for negotiations: contents and process
  • Positional versus Principled negotiation approach
  • 5 stages of negotiation process
  • Practice case “Railway”: practicing the negotiations process
Effective planning and preparation
  • Negotiation strategies and tactics. “Win-win” principle
  • Analyzing the other party. Understanding other party’s interests and needs
  • Exercise: preparation for negotiations
Negotiation techniques. Part 1
  • Areas of information. Finding out the interests of the other party
  • Question types and active listening techniques
Case study on gathering relevant information

Training program Day 2

Negotiation techniques. Part 2
  • Ego states in negotiation (Parent, Adult, and Child states)
  • How to protect yourself against manipulations. Managing ego states in difficult negotiations
  • Role play “New office” with video analysis
Impact and Influence
  • Three ways of influence: inculcation, argumentation, and emotional contagion
  • Argumentation technique. “3P” method. How to demonstrate value while proposing to the other party
  • Exercise: creating an argument using “3P” method
Discussion of the conditions and summing up the agreement
  • How to discuss terms of agreement (price, timing, scope)
  • How to summarize agreements and close negotiations