Negotiation Skills 2 – practical negotiation skills

Who is the workshop intended for?

The training program “Negotiation Skills 2. – practical negotiation skills” is intended for heads of departments, traders, company directors, and all those who wish to acquire or enhance their negotiating skills.

Training objectives

The main goal of this two-day workshop is to improve participants‘ communication skills which may affect the success of negotiations and at the same time to learn some of the strategies, tactics and techniques of successful negotiation.Participants will learn about the different negotiating styles and their effects on specific negotiating situations. They will also improve skills that are relevant to bridging barriers in the negotiating process.This workshop is an introduction to the workshop "Advanced Negotiation Skills”.

Workshop content

• Concept and definition of negotiation
• The difference between distributive and integrative negotiation
• Distributive negotiation/bargaining
• Characteristics of the negotiation process
• Five negotiation principles
• Verbal and nonverbal communication in negotiation – in short
• Negotiation by email
• Smart questions – key elements of effective negotiation
• Types of Negotiators: owls, foxes, sheep and donkeys
• Positions within the negotiation process
• Cases when you should not negotiate
• Sources of information before negotiations
• The choice of location
• “BATNA” – alternatives in negotiation
• “Commitment”
• The role of concessions in bargaining
• Rules for trading with concessions
• Final offer and closing negotiations
• Differential benefits
• Conflicts within the negotiation process
• “Phase” model of conflict escalation
• “Hardball” strategies
• Harvard negotiation techniques
• Negotiating with a client that you cannot lose
• How to avoid price reductions
• Group negotiations in relation to a default scenario
• Family negotiation
• Generational negotiation
• Negotiation between different sexes
• Negotiation with your boss
• “Mapping” models
• MPH mapping

DURATION: TWO-DAY TRAINING PROGRAM 

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Negotiation Skills 2. – practical negotiation skills