Who should attend?
The course is for professionals who use negotiation on a daily basis (junior or senior buyers, sellers who want to know the negotiation techniques of opposing party) and all categories of staff, who, in their work are compelled to appeal to negotiating (HR, general managers etc) and who want a structured approach to the negotiation process.
Why should you choose this course?
For most people, negotiation is a matter of aptitudes and not a know-how. It is something that we are born with and that we can’t learn.
In fact, negotiation is based on know-how, it is a process that can be analyzed, understood, applied systematically and simplified in order to obtain results that have nothing to do with luck or the natural/intrinsic skills of negotiators.
Profiles and negotiation styles, pathways, procedures, decisions and negotiation strategies, tools, techniques and negotiation stratagems... the entire arsenal of a successful negotiation will no longer have secrets for the trainees.
What is the structure of this course?
Chapter 1: To be open and creative
Involvement in a professional network; types of social and professional networks
Economic intelligence and market survey
Job requirements and skills related to the job's creativity.
Chapter 2: The communication process
The need to be a good communicator
Types of communication channels
Active listening and effective transmission of a message
Adaptation to the interlocutor without diminishing the transmitted message
Non-verbal communication (Transactional analysis / body language)
Chapter 3: Assertiveness
Supporting your own views and convincing the interlocutors
The refusal, the demand and the critique
Chapter 4: Advanced Negotiation
Understanding the general force ratio between purchaser / seller and the importance of negotiation
The 6 specific reports of power in a negotiation
Analyzing the suppliers’/interlocutors’ offer for negotiations
Things to check
Topics to negotiate
Preparing for negotiation based on the analysis of the offers
Mandatory topics to address
Determination/defining the objectives
Methods for defining goals and appropriate tactics of persuasion: 4 Steps, Push and pull...
Arguments, counterarguments, objections parade, concessions, ADB method
Levers of influence in order to support arguments
Tools available to the purchaser/negotiator for a successful negotiation
Tactics and stratagems during the negotiation
Decryption of position, role and objectives of the opposing party
Negotiation phases: the 4C (Knowledge, clarification, confrontation, Commitment)
Conducting the negotiation
Tracking the negotiation
Chapter 5: Blockages and getting out of blockages
Conflict and emotional involvement
The right behavior in case of an aggressive attitude from the opposing party
Thwarting manipulative practices
Negotiation styles and behaviors in terms of commitment and cooperation
Effective/harmful behaviors - risks
Improving negotiation style
Analysis of the opposing party negotiation style and adapt to the given situation
Chapter 6: Intercultural and international dimension
Habits and characteristics of negotiation in the main countries in which buyers / sellers work: Europe (including Eastern Europe) China, Japan, USA, Turkey, Russia and FSU
Topics to be avoided in the discussions with a supplier for each country
Business cases /negotiation exercises (video)
Comment and analysis
Psychological tests of negotiation styles
Analyzing the negotiator profile of the trainees (self-assessment& 360°) / improvement trails
For 6 participants enrolled we are offering 50% discount on the 7th participant.
For a group of 10-14 participants we can run an in-house course that can be delivered at your headquarter or in any location of your choice, on a mutually agreed date