Negotiating
Effect for participants:
- They will understand the basic principles of negotiation, they will be aware of possible errors in the negotiations.
- They will learn to work with the arguments, to submit properly its offer to negotiate.
- They will learn to recognize and use a normal coercive strategy.
- They will recognize different approaches to achieve an agreement and learn to how to proceed in order to achieve a reasonable agreement convenient for participants in negotiations.
- They will learn to recognize manipulative techniques and learn how to defend against them.
- They will learn to recognize different communication styles and how to respond to them.
- They will practice techniques of nonviolent communication, assertive behavior and active listening.
Content frame:
Negotiating
- Dispute vs. negotiating
- Principles of negotiating
- Errors in negotiating
- Work with arguments, submitting opinions
- Basic agreement in negotiations
- Offering and accepting concessions
Standard coercive strategy
- Types of coercive negotiations
- Characteristic of types, symptoms in negotiations
- Recommendations in reactions
Reaching agreement
- Two parts of interest - ME/partner
- Types of behavior in reaching agreement
- Win-win agreement
- Compromise
- Acceptance or rejection of the agreement
Defense against manipulation
- Shortcuts and manipulation techniques
- Examples of manipulation techniques and possibilities of defense
Communication and negotiation
- Use of non-violent communication
- 4P
- Communication styles
- Communication with “negative person and “expert” in the professional area
Assertiveness
- Repeating the principles of assertive behavior
- Disposal of anger
- Opposing
- “Me” sentence
Active listening
- Principles of active listening, manifestations, and techniques