Course Outline
Module 1
1. Presentation of the training objectives and program.
2. Establishment of individual objectives by training participants, responding to three open-ended questions focused on the area of:
- Negotiation situations.
- Problems occurring in the negotiation process for each participant.
- Competencies (attitude, knowledge, key skills) in negotiation that trainees wish to improve.
3. Analysis of the competency portfolio of training participants regarding knowledge of negotiation strategies and techniques, using a negotiation test.
- Discussion of test results and determination and discussion of correct answers.
- Recall of real negotiation situations by participants similar to the situational context described in the test questions.
- Planning for behavioral and action changes by each trainee in situations similar to those described in the test.
Module 2
1. Description of the role and characteristics of an effective negotiator.
- Determination of qualities that should be present in the negotiating attitude and expressed in the actions of an effective negotiator.
- Determination of the rights an effective negotiator possesses.
- Determination of the desired behaviors and actions of an effective negotiator.
2. Description of the situational context of five negotiation strategies and determination of criteria for selecting negotiation strategies.
3. Learning about a dozen of the most effective negotiation strategies and presenting them as an elaborated inventory of negotiation techniques used by effective negotiators.
4. Selection of a negotiation style by each training participant, adequate to the negotiation processes in which the participants are involved.
5. Determination of the differences between the so-called "hard" and "soft" negotiating styles.
- The concept of the Harvard model of negotiation, emphasizing cooperation and seeking win-win agreements.
6. Model of the dynamics of emotional escalation, allowing understanding of when to decide on constructive confrontation to control emotions and address the issue rather than escalating into conflict and attacking the person instead of the issue.
7. Model of constructive confrontation developed based on NVC (Nonviolent Communication) by Marshall Rosenberg. Practice of problematic situations occurring in negotiations, which trainees will classify (according to three criteria) for constructive confrontation and then execute (working in pairs) for problematic situations of their choice.
Module 3
1. Stages of negotiation in business.
- Preparation for negotiations - situational context of negotiations: BATNA, WATNA, ZOPA.
- Start of negotiations and presentation of initial positions.
- Core negotiations, presentation of further proposals.
- Completion of negotiations.
2. Presentation of a dozen negotiation variables.
- Trainees indicate negotiation variables from the dozen learned, which they negotiate on a daily basis.
- Trainees select new negotiation variables they will introduce to their negotiations.
- Trainees determine the business case resulting from their chosen negotiation variables.
3. Preparation and execution of the first negotiations by trainees.
- Discussion of the negotiations, where trainees determine which principles of effective negotiation presented by the trainer were not applied by them.
- Learning the most effective principles of negotiation, which will become the "negotiation driving" code applied by trainees in their daily negotiations after training.
- The power of negotiation arguments, developing three effective arguments and business justifications for each variable (by each trainee) based on selected variables from the pool of negotiation variables learned during the training.
Module 4
1. Practical application of the laws of persuasion and the six rules of influence described by Professor Robert Cialdini, enabling participants to work out significant concessions in negotiations.
2. Training participants will determine at what stages of the negotiation process and how individual rules of exerting influence can be applied.
3. Each participant of the training will plan their chosen negotiation process to conduct after training, using the knowledge learned during the course.
Requirements
No prior knowledge is required for this training.
Testimonials (1)
Promoting the interaction between people.
