Professional Negotiation

 

A 6 hour workshop designed to guarantee effective negotiations focused on business development, value creation and maximizing the probability that agreements reached by the parties will be carried out.

 

Objectives

  • Establish a structure for the negotiation process
  • Offer tools to lead each phase of a negotiation
  • Provide a methodology
  • Practice and acquire the techniques and skills required by an effective negotiator

Professional Negotiation

 

Programme

Professional Negotiation

  • What is the profile of a good negotiator?

1. The Negotiator’s Toolbox

Influencing styles

  • Maximise payback on energy use

Case study

  • Case study analysis
  • The bargaining continuum
  • Before going in, know when to get out

2. Methodology

Effective negotiation

The key elements

  • Prepare
  • Focus on interests, not positions
  • Generate options and alternatives

 

Prepare

  • Research, study, accumulate information about interests, limitations and perceptions

Focus on interests

·The raw material of negotiation

·The most powerful interests

Generate options and alternatives

·4 major obstacles to generating options

·Get beyond the obstacles

Case study

·Case study analysis

·To compete or generate value?

Action Plan

  • Identify improvement opportunities

Close

 

 

Methodology

The entire workshop involves full participation, utilising structured exercises, 2 case studies, discussions and recommendations for future negotiations.

 

*Este taller se realiza en formato In Company, diseñando el programa totalmente adaptado a las necesidades reales de la empresa o institución que nos lo solicite. Más información africag@lasallecampus.es