Personal and Business Competencies / Personal Skills

Negotiation skills - strategies and tactics

Intensive workshop training dedicated to developing advanced negotiation skills. The program combines theory and practice through the use of negotiation games, case analysis and work on participants' individual projects. The workshop is based on established concepts such as the Thomas-Kilmann model and the Harvard method of negotiation, enriching them with the latest findings of neuroscience. Participants go through a full cycle of development of negotiation competencies: from understanding their own style, through strategic planning, to practical application of acquired skills in real business situations.

Issues

Methods of closing negotiations and securing arrangements
Negotiation model according to the Thomas-Kilmann concept
The Harvard method of negotiation and its practical application
BATNA, WATNA and ZOPA analysis techniques
Mapping empathy in the negotiation process
Neuroscience in the context of business negotiations
Strategies for dealing with objections
Methodology for planning the negotiation process
Relationship building techniques in negotiations
Negotiation styles and their effective use
Psychology of decision-making in negotiations
Tools for analyzing the negotiation situation

Benefits

The training develops a deep understanding of the negotiation process by combining theory with intensive practice
Working on an individual negotiation project allows you to immediately apply the acquired knowledge to real work situations
One's own negotiating style through the Thomas-Kilmann questionnaire makes it possible to consciously adapt strategies to different situations
The acquired knowledge of neuroscience and empathy mapping translates into a better understanding of negotiation partners
Practical experience gained through negotiation games builds confidence in conducting real business talks

Who is this training for?

Managers at all levels conducting business negotiations

Purchasing and sales specialists

Those responsible for negotiations with key partners

Team leaders conducting internal negotiations

Employees of sales and customer service departments

Entrepreneurs and business owners

Individuals preparing to take up negotiating positions

Prerequisites

A minimum of one year's experience in conducting business interviews
Basic knowledge of negotiation processes
Experience working with customers or suppliers
Ability to analyze business situations

Training program

Negotiation - legends and myths; differences between transactional and relational negotiation
The most common mistakes of negotiators - 4 key stages of the negotiation process - from preparation to closing and ensuring commitment
Negotiation game - Ski pass
Basic issues of the negotiation process - ZOPA, BATNA, WATNA, high/low ball technique.
My Step-by-Step Negotiation Project Part 1 - choosing and working individually on your own negotiation project
Neuroscience in the service of negotiation - map of reality, filters, introduction to cultural difference and recognition of people in the process of negotiation
Who is our negotiation partner? - Analysis using the EMä Empathy Map tool
My preferred negotiation style - Thomas - Kilmann questionnaire
\\\\\\\\\\\\\\\Money on the table\\\\\\\\\\\\\\\ - a team experiment
5 negotiation strategies - Thomas - Killman conflict theory

Discussion of the implementation task
Assess the situation and develop a concession strategy based on the Thomas-Killman strategy
Negotiation game - \\\\\\\\\\\\\\\Pakistani plums.\\\\\\\\\\\\\\\
The Harvard concept of negotiation - maximizing potential benefits
\\\\\\\\\\\\\\\Bill Cosby Show - Cheap combo\\\\\\\\\\\\\\\ - video excerpt, analysis of negotiation situation
Open cards or keep cards by the orders? - Information sharing in the negotiation process
My Step-by-Step Negotiation Project Part 2 - individual work on your own negotiation process
Negotiation game - Hi-End Manufacturing vs.Sensitech
Negotiation Aikido - dealing with objections - A.A.A strategy, boomerang method, islands, if...then....
Closing negotiations and ensuring commitment
My Step-by-Step Negotiation Project Part 3 - individual work on your own negotiation process