Objectives:
Carrying out inhouse or third party meetings in the manner of a negotation and presenting the kit with tools needed to end the negotiation with the best result.
To raise awareness in visible and invisible elements of negotiation environment, which we find ourselves frequently either in private or business life.
To realise our perspective, behaviours and manners' influence on the outcome and process of negotiation, and develop proper techniques and treatments.
To become skillful and acquire information on whole negotiation period.
To learn techniques that's can be used during the negotiation: constraining, reconciliation, avoiding etc. and applying them during the training.
At the end of the program participants will learn:
Learn how to use strategy, tactics and techniques during negotiation. As a part of the training, they will be applying their educational attainment towards end of the training, according to fictious scenarios.
Learn the structure of a negotiation. They will apprehend the importance of good preparation for a successful outcome. They will gain skills in how to make efficient preparations for own negotiation topics and negotiation environments.
They will develop skills managing sociological difference influence on negotiation process and outcome.
They will be able to focus on benefits and obstacles with accurate questions. In this way, they will perceive other side's success criterion at ease and they will develop solution accordingly.
METHOD:
Case studies
Group studies
Role playing
Video recordings
Individual profile inventory
Note: Cases and practices are chosen according to participants' own work envireonment and present negotiation process. During the practice, feedback is given constantly.
CONTENT:
Description
What is negotiation?
Why negotiation is hard?
Sides in a negotiation.
General characteristics of sides in a negotiation.
Examining behaviours of individuals with different personality structure
Determining mode of communication with individuals who have different personality structure
Isolating people from problems
Defining the approach.
Coping with perception problems.
Coping with emotions.
Effective communication during negotiation process.
Body language in negotiation
Keeping the pace
Efficient listening
Empathy development
Learn to listen
Accurate questions
Real objections/excuses
Development of understanding body language and how to use it.
Develop trust
Conflict management and Flexibility
What kind of a negotiant are you in different negotiation environments which has different introduction?
Negotiation steps:
Preparation
Introduction
Opening
Debate
Proposal
Negotiation
Preparation process
Group Work: Gathering information on all levels
SWOT Analysis in negotiation
Aims and Benchmarking
Think in place of him
Priorities, Expectations, Gains and my bearing point
Types of negotiation: Knowing your type and managing it
Forming a strategy and a technique
Negotiation meeting
Case study Noticing of concrete and abstract dimensions of a negotiation meeting
Conditions and environment in negotiation
Role of emotions in negotiation
General error in negotiations
4 real power in negotiation:
Force
Knowledge
Timing
Approach
Role distribution in group negotiations
Ending a negotiation meeting.
After the negotiation
Reviewing the negotiation
Tracking the results.