Art of Negotiation
Description
Negotiation is one of the most important business skills of a modern leader. Employees, suppliers, customers, or managers can act as negotiating partners. After the training, business negotiations will no longer be a problem for you and will become what they should be - an effective tool for defending your interests in business and building partnerships.
You will learn:
- How to find leverage on a partner and resist pressure?
- How to avoid conflict and meet the needs of all participants in the negotiation process?
- How to participate in negotiations when the opposite side has significantly more resources?
Business negotiation training will help you achieve mutual understanding with a negotiating partner, avoid manipulation by him/her and come to profitable agreements, while maintaining the partnership nature of the relationship. Even if your resources are limited, you will learn to use them as efficiently as possible for the best possible negotiation results.
is issued on the Luxoft Training form
Objectives
Upon completion of the course, you:
- Will be able to develop a systematic, strategic approach to preparing and conducting complex negotiations
- Will be able to apply techniques of influencing a negotiating partner
- Will be able to apply techniques for responding to non-constructive behavior (aggression, manipulation) of a negotiating partner
- Will be able to manage your own emotions during negotiations
- Learn to embed negotiations in the overall strategy of relations
- Will reach mutually beneficial agreements
Target Audience
Leaders of all levels as well as specialists in negotiations.
Prerequisites
- Not required
- Negotiation experience preferred
Roadmap
The concept of negotiation and negotiation styles
1. What is negotiation and how do they differ from other types of communication?
2. What are the main negotiating strategies and what results do they lead to?
Preparing for negotiations
1. Collection and analysis of information. Determination of the goal and alternative courses of action: BATNA, WAP, ZOPA
2. Formation of one's negotiating position, forecast of possible positions of the second party
3. Territory and conditions for successful negotiations
Discussion of positions
1. Discussion of the negotiation procedure and agreement on basic rules and concepts
2. Disclosing your position and probing the position of other side
3. Clarification of the position of second party and the boundaries of possible trades
4. Formulation of an advantageous offer and persuasion in it
Search for a joint solution
1. Technique of putting forward a counter-offer . Reply to the offer. Technique of concessions
2. Discussion of the terms of cooperation, bidding
3. Dealing with objections in negotiations, persuasion techniques
4. Peculiarities of conducting negotiations by phone and in correspondence
Resisting manipulations and managing emotions in negotiations
1. Types of manipulations that are most often used by negotiators
2. Ways of confrontation manipulation and pressure, Karpman triangle
3. Control and management of your emotions and emotions of the second side
4. Completion of negotiations
Exit from negotiations. Results of agreements.