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Business Negotiation (two-day workshop, 16 teaching hours or three-day workshop online 8.30-13.00)
Workshop is addressed to all persons who need to negotiate and convince co-partners to their position. General idea: The main purpose of the training is to provide the resent knowledge about business negotiation and to develop participants’ skills desired in effective negotiations. During the training participants will get to know with different approaches to negotiating styles, get experienced in negotiating techniques and recognize their strengths and weaknesses in negotiation situations.
“in company”, czyli szkolenia i kursy na zamówienie, tzw. zamknięte
Cele i korzyści
Aims:
- To provide a clear language for handling the complexity and dilemmas of negotiation in business
- To provide some practical tools for business negotiation
- To give opportunities for improvement of communication and negotiation skills of the participants
- To learn new techniques of persuasion
Program szkolenia
General idea:
The main purpose of the training is to provide the resent knowledge about business negotiation and to develop participants’ skills desired in effective negotiations. During the training participants will get to know with different approaches to negotiating styles, get experienced in negotiating techniques and recognize their strengths and weaknesses in negotiation situations.
Description of the training:
1. Negotiation as a communication process
- Personality and styles of negotiation
- Personal style of communication and its influence on negotiation process
- Rules of verbal communication crucial for negotiation
- Rules of non-verbal communication; meaning of non verbal codes
- Persuasion tactics in negotiation (central and peripheral routes of persuasion)
2. Preparation before negotiation starts: understanding conflict
- Sources of conflicts and their influence on the process of negotiation
- Conflict dynamics – how tensions and emotions develop during the conflict
- Problem solving analysis as a method of solving conflict through negotiation
- Styles of conflict management
3. Negotiation as a universal process
- Definition and types of negotiation
- The process of negotiation: four phases of the negotiation (preparation, debating, bargaining, agreement)
- Negotiation sins and myths
4. Attitudes, beliefs and behaviours of negotiators
- Behavioural model of negotiation
- Prisoner’s dilemma – rational analysis of negotiation
- Attitudes change during the negotiation
- Approach to negotiation – self-assessment: what do I want? What are my weaknesses and strengths?
- Situation assessment. Is the negotiation necessity or opportunity?
5. Developing a negotiating style
- Tough negotiation – when can be effective?
- Soft negotiation – why sometimes is needed?
- Problem solving negotiation – it is not the ideal style
6. Difficult negotiation
- Handling difficult behaviours of negotiators
- Tactics in the difficult negotiation
- Assertiveness as a means for the successful negotiation
- Stress and negotiation
7. Practical techniques of negotiations
- Haggling
- Tactical pressures on attitudes
- Trading ranges
- Attacking and blaming
- Listening
- Irritation
- Interruptions
- Proposing
- Rationality and irrationality in negotiation
8. Negotiation game
- How to prepare for effective negotiation?
- How to overcome difficulties during negotiation?
- Techniques of positional negotiations
- Techniques of interest based negotiations
Metody szkoleniowe
Teaching methods:
- Short lectures introducing issues
- Individual tests for self-assessment
- Case studies analysis
- Round table discussions
- Role’s play
Adresaci
Workshop is addressed to all persons who need to negotiate and convince co-partners to their position.
Cena i zapisy
Szkolenie na zamówienie
Sprawdź, co zyskujesz
Mnóstwo korzyści
