課程簡介
Day One
Effective negotiations and negotiators:
- Defining negotiation and determining when to negotiate
- What makes a great negotiator?
- Video case studies
- The steps of preparation
Personality types:
- The benefits of knowing personality styles
-Understand each personality style
-Identify your own personality style
-Know how to work more effectively with each personality style while
negotiating
-Know which negotiation strategy to choose based on relationship and results
-Define positional bargaining
-Know the differences between " Soft" and " Hard" negotiating
-Understand principled negotiation
-Know the four steps in the negotiation process
Types of negotiation:
- Buyer-seller
- Distribution
Preparing for negotiation:
- Hot buttons
- Dealing with emotion
- Identify fears and learn how to overcome them
- Understand what drives your negotiation partner
-Define your BATNA (best alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
-Prepare for your personal negotiation situation
Opening the negotiation:
- Creating a positive first impression
-The importance of common ground
- Likeability
- Influencing skills
- Negotiation ground rules
Day Two
Exchanging information and bargaining:
- How to exchange information
- What is your contingency plan?
- Bargaining techniques
Talking about conditions and compromising:
- Agreeing and disagreeing
- Identifying needs
- Accepting, giving and rejecting proposals
- Discussing and breaking deadlocks
- Types of conflict
- Managing the conflict
Negotiation strategies
- An introduction to positions
- How to manage emotions
- Bargaining and concessions
- Dealing with pressure
- Tricks and traps
Handling opposition
- Getting to yes
Closing the negotiation
- Move from bargaining to closing
Taking part in a practice negotiation:
- Preparing yourself, your team and your position
- Backup plans
- Strategies
- Reflections, feedback and action planning
Conflict resolution
- Sometimes overzealous negotiations can create internal friction in the workplace.
- PUGSS conflict resolution techniques.
最低要求
Audience
Middle and Senior Management
No prior knowledge is required – We presume that participants will have prior experience. However absolute beginners can greatly benefit from taking part in this course as well.
客戶評論 (5)
教師的開放性、幽默感、方法和知識
Justyna - e-file
Course - Mindfulness Workshop
機器翻譯
從專業和personal的角度來看,這是一次有用的經歷。培訓師知識淵博,為我們提供了在工作場所和私人生活中使用的重要資訊。我能夠反思自己和周圍人的性格特徵,並通過它們使自己受益或提高自己。壓力管理練習簡單易用。
Sara Sertori - ASSTRA Forwarding AG
Course - Stress Management and Prevention
機器翻譯
感謝培訓師 Abhi 的這次卓有成效的培訓。感謝他試圖瞭解所有出席者,以便他能夠更好地滿足我們的需求。喜歡理論和活動之間的平衡,讓我們參與其中。以及內容如何直截了當和簡潔。
Rainey Clarecia - Talentvis
Course - Communicating and Influencing - For Managers and Team Leaders
機器翻譯
Due to the activities from each content, I understood their main ideas/ concepts very well within a short time. I would like to say that the activity reflects on not only our current situation but also how to advance the skill & knowledge effectively and efficiently.
Ei Ei - Ooredoo Myanmar
Course - Leadership 101
討論我們公司的具體例子
Agnieszka - Ejmedical sp. z o. o.
Course - DZM – delegowanie zadań i motywowanie pracowników
機器翻譯