課程簡介
Day One
Effective negotiations and negotiators:
- Defining negotiation and determining when to negotiate
- What makes a great negotiator?
- Video case studies
- The steps of preparation
Personality types:
- The benefits of knowing personality styles
-Understand each personality style
-Identify your own personality style
-Know how to work more effectively with each personality style while
negotiating
-Know which negotiation strategy to choose based on relationship and results
-Define positional bargaining
-Know the differences between " Soft" and " Hard" negotiating
-Understand principled negotiation
-Know the four steps in the negotiation process
Types of negotiation:
- Buyer-seller
- Distribution
Preparing for negotiation:
- Hot buttons
- Dealing with emotion
- Identify fears and learn how to overcome them
- Understand what drives your negotiation partner
-Define your BATNA (best alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
-Prepare for your personal negotiation situation
Opening the negotiation:
- Creating a positive first impression
-The importance of common ground
- Likeability
- Influencing skills
- Negotiation ground rules
Day Two
Exchanging information and bargaining:
- How to exchange information
- What is your contingency plan?
- Bargaining techniques
Talking about conditions and compromising:
- Agreeing and disagreeing
- Identifying needs
- Accepting, giving and rejecting proposals
- Discussing and breaking deadlocks
- Types of conflict
- Managing the conflict
Negotiation strategies
- An introduction to positions
- How to manage emotions
- Bargaining and concessions
- Dealing with pressure
- Tricks and traps
Handling opposition
- Getting to yes
Closing the negotiation
- Move from bargaining to closing
Taking part in a practice negotiation:
- Preparing yourself, your team and your position
- Backup plans
- Strategies
- Reflections, feedback and action planning
Conflict resolution
- Sometimes overzealous negotiations can create internal friction in the workplace
- PUGSS conflict resolution techniques
最低要求
Audience
Middle and Senior Management
No prior knowledge is required – We presume that participants will have prior experience. However absolute beginners can greatly benefit from taking part in this course as well.
客戶評論 (4)
It was nice to know more about EQ
Itzel Hernandez Diaz
Course - Emotional Intelligence (EQ)
SMART Goal 課程是培訓中最愉快的部分,它説明我正確管理我的時間。它説明我更清楚地設定目標,我真的可以看到設置SMARTGoal幾乎可以與所有事情相關,例如 Finance、社交生活、職業和個人成長。
Manot Sae - MVCI (Thailand) Limited
Course - Workshop: Boost your productivity with this new method!
機器翻譯
我喜歡培訓師的參與以及她的能量如何讓參與者參與進來,培訓很有趣,有許多實用的支持事實和例子,實踐練習。太好了!
Jelizaveta (Liza) - ASSTRA Forwarding AG
Course - Stress Management and Prevention
機器翻譯
I generally was benefit from the interaction and flexibility.