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Course Outline
Module 1
1. Presentation of the training objectives and program.
2. Establishment of individual objectives by the training participants, in response to three open-ended questions focused in the area
- Negotiation situations
- Problems that occur in the negotiation process for each participant of the training
- Competencies (attitude, knowledge, key skills) of negotiation which trainees want to improve.
3. Analysis of the competency portfolio of training participants in the area of knowledge of negotiation strategies and techniques, using a test, on negotiation.
- Discussing the results of the test and determining and discussing the correct answers.
- Recall of real negotiation situations by training participants, which are similar to the situational context described in the questions included in the test.
- Planning to change behavior and actions, by each trainee, in the situation of similar negotiation situations to those described in the test.
Module 2
1. To describe the role and characteristics of an effective negotiator.
- To determine what qualities should be in his negotiating attitude and express in action an effective negotiator
- To determine the rights that an effective negotiator has
- To determine the desired behaviors and actions of an effective negotiator
2. To describe the situational context of the five strategies in negotiation and to determine what are the criteria for selecting negotiation strategies
3. To learn about a dozen of the most effective negotiation strategies and to present and communicate in the form of an elaborated inventory of negotiation techniques used by effective negotiators use
4. Selection of a negotiation style, by each participant of the training, which is adequate to the negotiation processes in which the participants are involved training
5 Determine what are the differences between the so-called "hard" and "soft" negotiating style
- The idea of the Harvard model of negotiation, with the nature of cooperation and seeking a win-win agreement.
6. Model of the dynamics of escalation of emotions, which allows us to understand when we should decide to have a constructive confrontation in order to control emotions and deal with the issue and not escalate towards conflict and deal with the person instead of the the issue.
7. Model of constructive confrontation developed on the basis of NVC (non-violent communication Violence) by Marshall Rosenberg. Practice of problematic situations that occur in negotiations, which the trainees will classify (according to three
criteria) for constructive confrontation and then carry out (working in pairs) constructive confrontation of the problematic situations of their choice
Module 3
1. Stages of negotiation in business
- Preparation for negotiations - situational context of negotiations: BATNA, WATNA, ZOPA
- Start of negotiations and presentation of initial positions
- Negotiations proper, presentation of further proposals
- Completion of negotiations
2. Presentation of a dozen negotiation variables
- Trainees indicate negotiation variables from a dozen of negotiation variables negotiation variables previously learned with which they negotiate on a daily basis
- Trainees select new negotiation variables that they will introduce to their negotiations
- Trainees determine what is the business case resulting from the their chosen negotiation variables
3. Preparation and execution of the first negotiations by the trainees
- Discuss the negotiations and the trainees determine which of the principles of effective negotiation, presented by the trainer, have not been applied by them.
- Learning the most effective principles of negotiation, which will become the code of "negotiation driving" applied after the training by the trainees in their daily negotiations
- The power of negotiation arguments, developing three effective arguments each negotiation arguments and business justifications to each of the variables (by each trainee) based on selected variables, from the pool of negotiation variables learned during the training.
Module 4
1. Practical application of the laws of persuasion and the six rules of influence, described by Professor Robert Cialdini, thanks to which participants of the training will be able to work out, obtaining significant concessions in negotiations
2. Training participants will determine at what stages of the negotiation process and how, can apply individual rules of exerting influence.
3. Each participant of the training will plan his chosen negotiation process which will conduct after the training, using the knowledge learned during the training.
Requirements
No prior knowledge is required for this training
14 Hours
Testimonials (4)
The host's openness, sense of humor, approach and knowledge
Justyna - e-file
Course - Mindfulness Workshop
Machine Translated
It was a useful experience from both a professional and personal point of view. The trainer was very knowledgeable and gave us important information to use in the workplace, but also in private life. I was able to reflect on my own character traits and those of the people around me and through them, benefit or improve myself. The stress management exercises were simple and helpful to apply.
Sara Sertori - ASSTRA Forwarding AG
Course - Stress Management and Prevention
Would like to thank Trainer Abhi for this fruitful training. Appreciate him trying to get to know all the attendees so he can better cater the training to our needs. Love how there was a balance of theory and activities that keep us engaged. And how contents were straight to the point and concise.
Rainey Clarecia - Talentvis
Course - Communicating and Influencing - For Managers and Team Leaders
Due to the activities from each content, I understood their main ideas/ concepts very well within a short time. I would like to say that the activity reflects on not only our current situation but also how to advance the skill & knowledge effectively and efficiently.
