Training duration:

2 days
(16 hours of direct training)

Lesson duration:

45 minutes

Target audience:

  • Managers at all levels
  • Traders
  • Project managers
  • Professional staff
  • Purchasers
  • ...

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