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.
Number of participants:
up to 12 people
Duration: 2-3 days,
depending on requirements and exercise intensity
This training can be combined with other negotiation topics, e.g. Intercultural Negotiation or Negotiating with Personalities.
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.
Principles to become a good negotiator
Basics and definition of negotiation
Why it pays to be able to negotiate skillfully
In which situations negotiation does not make sense
Strategic approaches of different negotiation styles and their flexible use
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
Ideal for newcomers and people with little professional negotiation experience or who have never received real training!