Personal and Business Competencies / Customer Service

Negotiations in business

The training provides an in-depth understanding of the negotiation process in a business context, focusing on accurately setting and achieving business goals. The workshop program combines theory with intensive practice through exercises and simulation games. Participants gain practical negotiation skills and learn effective negotiation techniques and strategies. The training is implemented using workshop methods and practical exercises based on real business situations.

Issues

The purpose and role of negotiation as a means of reaching agreement in business
Basic concepts and definitions
Assumptions for conducting negotiations
Principles and rules of negotiation
When, with whom and why we negotiate
Preparation for negotiations
Methods of reaching an agreement
Definition of the negotiating framework
Initial offer, or opening of negotiations
Negotiation styles and strategies
Interviewing techniques
Psychology of the negotiation process

This training is part of the path:

Sales Specialist / Key Account Manager Business Communication Specialist

Benefits

Consciously prepare and conduct the negotiation process significantly affects the business results achieved
A deeper understanding of one's own negotiating behavior allows for more effective negotiation
Practical knowledge of techniques for opening, conducting and closing negotiations translates into concrete business results
A variety of negotiating styles and strategies allows you to flexibly adapt your approach to the situation
The negotiator and the dynamics of the negotiation situation leads to better results
Commitment to the negotiation process increases the chances of achieving your goals

Who is this training for?

Middle and senior managers conducting business negotiations

Sales and purchasing specialists responsible for negotiating with customers and suppliers

Entrepreneurs and business owners conducting business negotiations on their own

Employees of sales departments participating in negotiation processes

Project coordinators responsible for stakeholder agreements

Project managers conducting negotiations in ongoing projects

Individuals beginning their career in the field of business negotiations

Prerequisites

Basic knowledge of the principles of business communication
Experience in conducting sales calls
Understand basic business processes
Knowledge of the specifics of the industry in which the organization operates

Training program

Anatomy of negotiation — process stages (preparation, opening, exploration, bargaining, closing), when to negotiate and when not to
Preparation — BATNA (Best Alternative), ZOPA (Zone of Possible Agreement), goals (aspirational, realistic, minimum), analyzing the other party
Negotiation strategies — distributive (win-lose) vs integrative (win-win), when to use which, Harvard Negotiation Project
Negotiation psychology — anchoring (first offer), framing (how presentation changes perception), reactance, concession effect
Negotiation styles — Thomas-Kilmann (competing, collaborating, compromising, avoiding, accommodating), self-assessment of your own style
Workshops: negotiation preparation (BATNA/ZOPA worksheet), simulation game — bilateral negotiations with feedback

Opening techniques — anchoring (who goes first?), agenda setting, building rapport, fencing (setting boundaries)
Bargaining techniques — concessions (decreasing concession pattern), packaging (trade-offs), deadlock breaking, logrolling
Closing techniques — trial close, summary, deadline, alternative, silence as a tool
Difficult situations — manipulation (good techniques vs dirty tricks), impasse, emotions at the table, negotiating with a stronger party
Multi-party and internal negotiations — coalitions, team negotiations, managing up (negotiating with superiors)
Workshops: multi-party simulation game (3+ parties), recording analysis, individual negotiation development plan