Personal and Business Competencies / Customer Service

Transactional analysis in negotiations

Advanced workshop training on the practical use of transactional analysis in the negotiation process. The program focuses on identifying one's own patterns of negotiation behavior and understanding the subtle signals sent by the other side. Participants, through practical exercises, negotiation games and analysis of video recordings, develop awareness of their own negotiation style and learn to consciously influence the dynamics of the talks. The training combines the theory of transactional analysis with practical negotiation situations.

Issues

The following areas are discussed in detail during the training:

Models of ego states in transactional analysis
Parallel and crossed transactions in negotiations
Recognition and use of psychological games
Behavioral scripts in the negotiation process
Analysis of communication patterns
Influence techniques based on transactional analysis
Relationship dynamics in the negotiation process
Perceptual distortions in negotiations
Behavioral adaptation strategies
Methods of interpreting the negotiator’s behavior
Planning a negotiation strategy
Managing your own ego states

This training is part of the path:

Sales Specialist / Key Account Manager

Benefits

Through the workshop, there will be a significant increase in awareness of one's own negotiation behavior and its impact on the course of the talks
Self-confidence in negotiation will be strengthened by understanding the behavior of the other party
The ability to negotiate with a relational aspect will be developed
Effective methods of planning a negotiation strategy based on transactional analysis will be learned
Tools for interpreting difficult negotiation situations will be developed
Practical knowledge of dynamically adapting one's own behavior to the reactions of the negotiating partner will be acquired

Who is this training for?

Managers responsible for conducting key negotiations

Purchasing specialists conducting regular negotiations with suppliers

Traders interested in deepening the psychological aspects of negotiations

Lawyers and mediators who want to expand their negotiation workshop

Project managers conducting complex negotiations with stakeholders

Entrepreneurs interested in improving their negotiation skills

HR specialists conducting internal negotiations

Prerequisites

Basic knowledge of the negotiation process
Experience in business negotiations
Willingness to analyze one's own negotiating behavior
Openness to receiving and giving feedback

Training program

Introduction to transactional analysis in the context of negotiations
Identify your own patterns of negotiation behavior
Review and analysis of the most commonly used negotiation techniques
Diagnosis of own negotiation style and its consequences

Day two - Practical application of transactional analysis
Preparation for the negotiation game
Implementation of complex negotiation scenarios

Recording the course of negotiations
Day three - Analysis and conclusions

Identification of key moments in negotiations
Analysis of verbal and non-verbal behavior
Development of individual development plans

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Frequently asked questions

What are the prerequisites for this training?

For Transactional analysis in negotiations we recommend: Basic knowledge of the negotiation process; Experience in business negotiations; Willingness to analyze one's own negotiating behavior.

What is the format and duration of this training?

The training lasts 3 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: Managers responsible for conducting key negotiations; Purchasing specialists conducting regular negotiations with suppliers; Traders interested in deepening the psychological aspects of negotiations.