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DEVELOPING THE ART AND TECHNIQUES OF NEGOTIATION

DEVELOPING THE ART AND TECHNIQUES OF NEGOTIATION

Duration of course: 2 days
INTRODUCTION
Sometimes negotiate a good way to represent your life easier and more implinită to each of us.
But also at the level of organization, negotiations are taking place every day in different models, using several negotiation techniques.
The simple question: How do we negotiate better negotiate/?, there isn't a single answer but many solutions. While this course aims to present the most important negotiating resources which you can use to help them through the development of practical exercizii skills and personal skills necessary.
OBJECTIVES
The course aims to develop skills and expertise that can help increase the performance of their own negotiating processes being centred on:

  • Identification skills of negotiation with potential situations
  • Negotiating plan preparation;
  • Adoption of negotiating style according to the situation, proper communication of the type of negotiation;
  • Knowledge of tactics, trickery and techniques in negotiations, as well as ways of counteracting;

METHODOLOGY
This program is based on the activity of game-ificare through which shares various case studies analyses and support their points of view in the plenary on the results of the individual and the team.
The program also provides interactive exercises and role games, every session culminating with the conclusions of the Group and individual skills development in that session.
At the end of the course will test the knowledge obtained and the conclusions derived on the basis of tests and exercises from the 2-day course can be the basis of a plan for the development of individual skills which can be a very useful tool for managers in the determine and verify the actions to be taken after completion of the program.
TO WHOM IT IS ADDRESSED
This program is aimed at people involved in activities usually negotiating, regardless of their position in the Organization and hierarchical level which is also seeking to îmbunătăţeasca skills and negotiation skills.
AGENDA
Session 1: BREAKING the ICE
The opening of the course. Presentation of the participants and trainers and. .. Expectations and fears. Presentation of the objectives of the course. The six stages of negotiation.
Session 2: PRINCIPLES and STAGES of NEGOTIATIONS
The session dedicated to the presentation of both financial and ethical principles and roles in negotiating and applying them in each of the stages of the process of negotiation.
By the end of this session, participants will be able to develop skills training and planning the negotiation
Session 3: MATRIX STILULULUI PERSONAL NEGOTIATION. PREPARING NEGOTIATIONS
Presentation of the importance of proper training and awareness of personal negotiations preferred negotiating style. BATNA
By the end of this session, participants will:

  • Predominantly personal style seems to identify and understand the benefits of each of the negotiating styles
  • To understand the importance of routine of preparing negotiations

Session 4: SOURCES of POWER IN NEGOTIATION
Detailed presentation and exemplified those 12 sources of power in negotiation and of how they can be used in the context of stages of the negotiations.
By the end of this session, participants will:

  • Understand which are the sources of power in the negotiations and their importance
  • Develop skills in negotiation positioning according to the interests and situation

Session 5: STRATEGIES and TACTICS IN NEGOTIATING-I
By the end of this session, participants will:

  • easily identify which negotiating tactics are often used in this process
  • will acquire competent to use them according to the situation and the stakes of the negotiations

Session 6: STRATEGIES and TACTICS IN negotiation-II
By the end of this session, participants will:

  • easily identify which negotiating tactics are often used in this process
  • will acquire competent to use them according to the situation and the stakes of the negotiations

Session 7: to NEGOTIATE!
Presentation of the differences between persuasion and manipulation and what is the meaning of a communication convingatorare. Effective preparation for persuasion, identification of barriers and the creation of specific tactics;

By the end of this session, participants will:

  • be able to develop the skills of choice and use of a style of persuasion.

Session 8: GENERAL SUMMARY of the course and KNOWLEDGE GAINED

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