Efficient Negotiation Techniques

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.