szkolenie
Advanced negotiation training

METHODS

The training will be taken with very active involvement of the participants, using such methods as: discussion, work in groups, works in pairs, tests, role playing, mini-lecture. All the issues and techniques will be then practiced to allow all the participants a real experience and make the theory became skills.

Every exercise will be discussed and allows to the people an auto evaluation of the skills.

PARTICIPANTS

• Will realize their own knowledge already possessed about the negotiation process.
• Will gain a skill of building efficient vernal and non-verbal statements using NLP techniques.
• Will get a knowledge that will allow them to: determinate BATNA, distinguish positions from interests.
• Will know some techniques of influence, that will help them to convince their partners to their own points of view.
• Will learn how to distinguish and use negotiation and manipulation techniques.
• Will understand how to recognize Meta-Program of the partner of negotiation according to the NLP typology, which will allow them to communicate more effectively and to convince to their own ideas.
• Will learn to recognize and to use different negotiation strategies and tactics cording to the NLP principles.
• Will know few ways of breaking deadlocks in negotiation.
• Will learn efficient techniques to fend off the most common objection from the other side of the table.

• Let’s know each other – your strengths – presentation of the most powerful cards.
• Starting position – how to create the right attitude toward the negotiation process – control of the negative emotions.

I. INTRODUCTION TO THE NEGOTIATION ARGUMENT

• What are and what are not the negotiation?
• Features of the efficient negotiator.
• What is the subject of the negotiation?

II. NEGOTIATION GAME
– climate and emotions in the negotiation process

• Influence of the emotions on the negotiation and its results.
• How to change the negotiation climate?
• Ways of reaction on an emotional behavior of the partners.
• What makes easier/more difficult negotiation process?
• Who is who – with whom we really negotiate – negotiation in teams.

III. ANALYZE YOUR NEGOTIATION STYLE

• Selection of negotiators because of their features or negotiation style.
• Styles in negotiations – submissive, dominating and cooperating attitude.
• Roles in negotiation team

IV. GOLDEN RULES OF NEGOTIATION

• Separate people from the problem.
• Focus on business.
• Develop possibilities profitable for both parties.
• Use impartial criteria./li>

V. NEGOTIATION IS A GAME

• Discussion about negotiation phases .
• Strategy selection.
• Why do we need BATNA.
• How to determinate our minimal demands.
• Bidding, retreating, demanding – how to do it in a profitable way?
• Goals and needs of the other party – how to recognize problems and motivation of the partners.

VI. TRAINING OF ASKING QUESTIONS
– NLP area

VII. THE ART OF ARGUMENTATION

• Training of asking efficient questions.
• Role of the paraphrase.
• Techniques of getting information.

VIII. PROXEMICS OR HOW TO CHOOSE THE BEST PLACE FOR NEGOTIATION

• How to manage the space effectively.

IX. SIGHT, GESTURES, ATTITUDE
– how to use body language to enchant the partner

• Interpretation of non-verbal signals.
• Symptoms of lies.

X. INTERESTS VS POSITIONS
– negotiation game

XI. DIFFICULT SITUATION IN NEGOTIATIONS

• Objections and doubts – dealing with hard questions.
• Exchanging concessions and achieving solutions profitable for both parties.
• Price defense techniques.

XII. ETHIC IN NEGOTIATIONS

• Application of ethical principles to negotiation process.
• Selection of the negotiation ethical or non-ethical tactic and its consequence.
• Intentions and motives of using the tactic of lies.
• Dealing with the cheat.

XIII. NEGOTIATION TACTICS AND MANIPULATION – PART I

• Dealing with typical negotiation tactics.
• How to negotiate with stronger partners?
• What are the differences between techniques, tactics and tricks in negotiation.
• Examples of negotiation tactics (fair, foul and something in between).

XIV. NEGOTIATION TACTICS AND MANIPULATION – PART II

• Exposing games.
• How to use tactics and avoid mistakes in using them.
• Haw to defend the position against the foul tactics.