Negotiating professionally I
Fundamentals of negotiation based on the Harvard strategy
There are many situations – both professional and private – that require us to negotiate, for example when discussing prices with suppliers, negotiating contract terms with customers, or communicating between departments in your company.
If you are new to negotiations, have just gained your first practical experience or simply never had a training session on the subject - here you will find the most important theory, tactics and know-how for your future negotiations.
Benefits to you:
You will learn a set of key negotiation techniques that you can use in many situations and apply them with confidence.
You will learn the importance of proper preparation in strengthening your negotiating position.
You will put your negotiating skills to the test and receive valuable feedback.
Sebastian Hawkins on the seminar "Professional Negotiation".
Professional Negotiation I
Maximum group size: 12. Duration: 2-3 days, depending upon requirements
Ideal for newcomers and people with little professional negotiation experience or who have never received real training!
Principles of effective negotiation
Fundamentals of negotiation
Why it pays to be able to negotiate skilfully
Weighing up when to negotiate and when to leave the negotiating table
Strategic approaches and variations in style
Questions and tools for planning and preparing a negotiation
Alternative courses of action (BATNA) when no agreement is possible
Expanding the scope with additional options and possible solutions
Communication in negotiations
How to steer the negotiation and explore the interests of the negotiating partner through specific questioning techniques
Active listening to better understand the motives and concerns of the other party
The importance of body language, confidence and personal presence
Tactics and techniqes
Phases and activities
Techniques and tactics to convince the other side
Practical implementation of the Harvard concept for fair and efficient negotiation
Interactive workshop with trainer input, group and pair work, role exercises, video analysis, group discussions and case analyses
The above topics can be combined with other subjects to create a custom inhouse seminar.