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Influence Strategy in Difficult Negotiations

$
1800.00
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2 days | 16 academic hours

Training objectives
Training program Day 1
Training program Day 2

Training objectives

  • Master Negotiation Skills with in-depth knowledge and practical Eepertise in Difficult Negotiations, Persuasion, and Influence
  • Develop strategic and tactical approaches essential for successful negotiations
  • Build long-term client relationships and increasing sales conversion rates

Training program Day 1

Fundamentals of Influence Strategy in Difficult Negotiation
  • The importance of effective communication in the persuasion process
  • The “Boomerang Effect” model
  • Principles that can be applied during negotiations
  • Understanding empathy and its impact on persuasion
  • Overview of key personality types and how they influence decision-making
  • Strategies for working with different personality types
Practical exercises
Systematic Thinking and Goal Setting
  • Systematic thinking and its application in negotiations
  • Psychological barriers that may arise during negotiations: techniques and strategies for overcoming them
  • Analysis of personal strengths, goals, and strategies
  • External image and strengthening the “power” component of your presence
  • Gathering and analyzing critical information about your partner
  • Using SMART criteria to formulate goals
  • ZOPA and BATNA models
  • Motivation, goals, capabilities, and fears of the opponent
  • How to identify the other party’s motivation and connect it to your own objectives
  • Overview of various strategies to achieve your goals
Practical exercises
Negotiation Tools: Body Language and Speech
  • The impact of nonverbal communication on perception
  • Techniques for building trust through nonverbal signals
  • Active listening and its role in persuasion
  • How to use questions to activate the opponent’s thinking
  • Strategies for framing questions and types of questions
Practical exercises
  • Scenario-based practice for applying new knowledge
  • Role plays to reinforce learned methods

Training program Day 2

Advanced Persuasion Techniques
  • The role of psychological mechanisms in persuading the client
  • The “Cialdini Influence Model”
  • The mirroring technique — both verbal and nonverbal
  • Building trust through attention-holding tools: active listening and dynamic silence
  • Techniques for creating a sense of shared interests
  • Decision-making theory and its application
Practical exercises
Conflict Management and Objection Handling
  • Conflict life cycle and ways to resolve it
  • Objection-handling techniques: turning “negative” arguments into “positive” ones
  • Analysis of the psychological aspects of objections and their impact on decision-making
  • Review of 20 most common objections encountered in negotiations and development of effective, non-confrontational responses
Practical exercises
  • Role-playing: resolving conflict situations using the NEGOTIATE model
  • Discussion of key points and feedback from the trainer and participants
Tough Tactics and Counterarguments
  • Studying techniques of counterarguments and overcoming objections
  • 15 scenarios for dealing with tough and manipulative negotiation tactics
  • Conducting negotiations under knowingly difficult conditions
  • How to avoid manipulation and maintain the other party’s trust
Practical exercises
  • Recognizing manipulative tactics: practice and dialogue
  • Group discussion: applying the “agree to disagree” technique in real-life scenarios
  • Role-playing to practice skills in real negotiation contexts