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 (3)
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
Explains well the topic.