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Negotiation


Business & Partnership Skills

Negotiation Methods and Techniques

Gain comprehensive insights and evaluate counterpart sincerity through the integration of fundamental methods. An essential course for professionals relying on accurate data collection in professional discussions.

Context

Program Purpose

This 2-day training program enables participants to deeply understand the negotiation process and establish objectives and strategies that allow for a competitive edge, aiming for Win-Win outcomes.
Impact

Learning Objectives

  • Identifying effective methods and strategies;
  • Managing communication, perception, and emotions;
  • Distinction between the person and the issue at hand;
  • Developing active listening and empathy techniques;
  • Strategies to defuse resistance;
  • Building sustainable partnership relations.

Program Agenda

Strategy & Principles

Day I: Negotiation Foundations

Session 1: Cooperation Strategies
  • Defining the true negotiation process;
  • Setting new foundations for the process;
  • Methods for long-term relationships.
Practical Exercise: Negotiation foundation simulation
Session 2: Principled Negotiation
  • Negotiation paradigms;
  • The 4 fundamental principles.
Activity: Strengths / Weaknesses Analysis
Session 3: People and Interests
  • Managing communication and emotions;
  • Identifying aspects behind the positions.
Role Play: Emotion in negotiation
Session 4: Objective Criteria
  • Negotiating when the "others" are more powerful;
  • Handling deadlocks and managing personal leverage.
Simulation: Overcoming roadblocks
Execution & Techniques

Day II: Advanced Practices

Session 1: Interests versus Positions
  • BATNA and the Minimum Threshold (SWOT Analysis);
  • Video viewing + strategic debriefing.
Activity: Complex simulated negotiations
Session 2: Generating Options
  • Obstacles in the path of negotiation;
  • The role of BATNA in the alternatives phase.
Presentations: Analysis of alternatives
Session 3: Handling Difficult Situations
  • Power imbalances;
  • Positional negotiation and "dirty tricks."
Analysis: Lateral positioning
Session 4: Questioning Techniques
  • "Strategic Silence" in negotiation;
  • Participant feedback and personal action plan.
Filmed Roleplay: Personalized Feedback
Format

Program Structure

2 DAYSConsecutive
4 SESSIONSPer day (1.5h each)
6 HOURSEffective Work / Day
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