Personal and Business Competencies / Customer Service

Tricks and techniques in negotiation: 10 tricks of the negotiator

Intensive workshop training focused on practical learning and neutralization of the ten most effective negotiation techniques. The program combines theoretical understanding of the mechanisms of operation of individual tricks with intensive training in their use and defense against them. The second day of the training is entirely devoted to a practical negotiation game, during which participants have the opportunity to apply the learned techniques in realistic business scenarios. The workshop is conducted in an interactive manner, with emphasis on the exchange of experience and immediate translation of knowledge into practice.

Issues

The ‘Trial Balloon’ technique, i.e. trying to discern what the real goals and aspirations of the other party are. Ways to counteract this technique. The benefits and possible dangers of its use.
The ‘Empty Wallet’ technique, or one of the ways to obtain a price concession. Ways to counteract this technique. Benefits and possible risks of using this technique.
‘Bluff. How to effectively construct Bluff and how to defend it during negotiations. Timing, the number of references to Bluff, during the negotiations proper, how to communicate.
The ‘Reward In Paradise’ technique. How to apply it, and how to prevent it?
The ‘Funny Money’ technique, or how to present numerical data. Advantages and disadvantages of the technique. Ways to counteract it.
The ‘Withdrawal of Offer’ technique. When to use it at the beginning of a negotiation and when at the end? How much can we lose and how much gain by using this one of the most difficult negotiation techniques?
The ‘Wolf in Sheep’s Skin’ technique, sometimes also called the Inspector Columbo Method. Solving the dilemma of what role to play during negotiations? A competent and substantively prepared negotiator, or a novice? Threats and benefits of using this technique. Ways to counteract.
The ‘Shocking Offer’ technique. How far can you shock your opponent and what does it do in negotiations?
‘My Problem - Your Problem’ technique. How to deal with this technique and how to apply it skillfully?
The ‘Apparent Deception’ technique. How does it differ from Bluff?

This training is part of the path:

Sales Specialist / Key Account Manager

Benefits

The training develops the ability to instantly recognize advanced negotiation techniques during real business conversations
Practical workshops allow participants to gain experience in effectively applying the techniques they have learned in a safe training environment
Participants gain the ability to consciously choose the appropriate technique depending on the negotiation situation and the profile of the interlocutor
The program provides concrete tools to neutralize the manipulative behavior of the other party
An intensive negotiation game on the second day builds confidence in applying advanced techniques during real negotiations

Who is this training for?

Training dedicated to those interested in learning about negotiation techniques

Prerequisites

Basic experience in business negotiations
Knowledge of the fundamental principles of the negotiation process
Willingness to actively participate in practical exercises
Openness to receiving and giving feedback

Training program

Trial Balloon technique — exploring the other party's true goals and aspirations, countermeasures, benefits and risks
Empty Wallet technique — obtaining a price concession, technique credibility, neutralization methods
Bluff — how to construct a credible bluff, timing and communication, defending against the other party's bluff
Reward in Paradise and Funny Money techniques — promising future benefits, presenting numerical data, pros and cons
Offer Withdrawal technique — using it at the beginning vs end of negotiations, calculating gains and losses, risk
Wolf in Sheep's Clothing, Shocking Offer, My Problem Becomes Your Problem, Apparent Concessions techniques — mechanisms, application and defense

Briefing and game preparation — role assignment, negotiation scenarios, goals and constraints for each party
Negotiation round I — negotiations in pairs applying learned techniques, observers analyze used tricks
Analysis and feedback after round I — identifying used techniques, effectiveness assessment, discussing alternative strategies
Negotiation round II — negotiations in new pairs applying lessons from round I, increased difficulty level
Analysis and feedback after round II — comparing results, most effective technique combinations, common mistakes
Summary — individual negotiation competency development plan, matching techniques to participant profile

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 Tricks and techniques in negotiation: 10 tricks of the negotiator we recommend: Basic experience in business negotiations; Knowledge of the fundamental principles of the negotiation process; Willingness to actively participate in practical exercises.

What is the format and duration of this training?

The training lasts 2 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: Training dedicated to those interested in learning about negotiation techniques.