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Effective Negotiations

232000,00
₸
Register
₼800
2 days | 16 academic hours

Trainings are conducted when forming a group of 7 or more people
Language of the training - Azerbaijani.

Dates:
Baku, June 21-22

Please note: the date of the training may change.
✨ Please check the exact dates with the coordinators.
Training objectives
What You Will Gain
Day 1
Day 2

Training objectives

  • Learn the principles and techniques of effective negotiation
  • Understand how to achieve negotiation objectives with colleagues, suppliers, and clients
  • Identify the causes of difficult situations in negotiations and ways to move negotiations into a constructive track
  • Improve the communication skills required to reach agreements in negotiations
  • See yourself from the outside and receive individual feedback
  • Systematise your negotiation experience and gain new experience

What You Will Gain

  • A systematic understanding of ways to achieve results in negotiations
  • Effective negotiation tools: five negotiation strategies, five stages of negotiation methodology
  • Negotiation techniques: preparation checklist, rapport-building techniques, three ways of clarifying information, argumentation model for your proposal
  • The opportunity to test these tools in a safe environment and receive feedback
  • Practices used within EY
  • An understanding of the causes of difficulties in negotiations and ways out of them
  • Training materials in electronic format
  • Professional recommendations from an expert trainer
  • EY Academy of Business Certificate

Day 1

Specifics of business negotiations
  • Two factors of negotiation success: substance and process
  • The substance of negotiations: from positions to interests
  • Process. Stages of negotiation
  • Practical exercise “The Golden Apple”. Modelling the negotiation process

Preparation for negotiations
  • Planning negotiation strategy and tactics. The win-win principle in negotiations
  • Analysis of the negotiation counterpart, understanding their interests and needs
  • Practical exercise: preparation for negotiations

Negotiation techniques. Part 1
  • Areas of information
  • Clarifying the counterpart’s interests
  • Types of questions. Active listening techniques
  • Practical exercise on clarifying information

Day 2

Negotiation techniques. Part 2
  • Difficult situations in negotiations. Means of protection against manipulation and pressure
  • Psychological position in negotiations. Eric Berne’s Parent–Adult–Child ego states
  • Practical exercise “New Office” with video analysis

Methods of influence in negotiations
  • Three methods of influence: inspiration, argumentation, and contagion
  • Argumentation technique. 3P model. How to present the value of your proposal to the other side
  • Exercise: practising argumentation using the 3P model

Discussion of terms and securing agreements
  • Agreeing terms in negotiations: scope, deadlines, and other conditions
  • Summing up. Techniques for closing negotiations