Σκοπός Σεμιναρίου
After attending this course you will:
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Have a detailed understanding of your strengths & weaknesses in the context of commercial negotiations – preventing your counterparty from taking advantage of them in negotiations.
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Be able to implement the most appropriate negotiation strategy for every single deal.
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Be able to focus negotiation on interests rather than positions – creating a platform for sustainable and mutually satisfactory relationships.
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Be able to use different negotiation tactics and techniques – which will enhance your deal making ability when negotiating from a position of weakness and against manipulative counterparties.
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Prepare effectively for both complex and simple negotiations – by analysing relationship and task related objectives and activities.
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Know how to prepare for and engage in cross cultural business negotiations.
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More effectively manage negotiation obstacles like: impasses and deadlocks, difficult counterparties etc.
Το σεμινάριο Απευθύνεται
This course is aimed at a general audience. It will empower those with a beginner to intermediate level of experience with the 3 dimensional view that is required to excel in the world of business. Delegates will leave the course with the ability to avoid the pitfalls & setbacks associated with bad or flawed agreements & relationships. Delegates will learn how their preferences, competencies & behaviours directly influence their negotiated outcomes.
Διάρκεια Σεμιναρίου
Το σεμινάριο διαρκεί 16 ώρες
Προϋποθέσεις Συμμετοχής στο Σεμινάριο
Η συμμετοχή στο σεμινάριο προϋποθέτει επαγγελματική εμπειρία.
Συνοπτικό Πρόγραμμα Σεμιναρίου
Day One
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Understanding my negotiation preferences and the impact on my negotiation performance.
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An introduction into the physiological functioning of our brains and the resultant impact on our preferences in the context of communications in general and business negotiation specifically.
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Delegates complete an online survey ( -20 minutes) prior to the course.
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Delegates receive an individual 5 page report outlining their preferences.
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Business Negotiation Principles
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What is business negotiation?
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Discerning between haggling & negotiation.
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When should we negotiate?
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Creating value or claiming value?
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Art or science?
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Understanding & analysing your counterparty
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What drives the behaviour of your counterparty?
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How can you best understand & meet the needs of your counterparties?
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Best Practice Negotiation Tactics and Techniques
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Positive tactics.
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Negative tactics.
Day Two
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Best Practice Negotiation Preparation.
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Negotiating from a position of weakness – what can be done?
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How do I deal with difficult people?
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Business Negotiation Climate
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How to build trust, credibility & long term relationships.
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Using a framework to prepare for cross cultural business negotiation.
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Videotaped Negotiation Simulation
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Delegates are filmed whilst applying the principles learned
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Each participant receives individual feedback on their negotiation skills (in a group forum).
All concepts, principles & tools are taught using cutting edge negotiation skills teaching methods making use of several media including exercises, simulations, case studies, video and video – recorded negotiation simulations.
Μεθοδολογία Υλοποίησης Σεμιναρίου & Οπτικοακουστικά Μέσα
Πριν την έναρξη του προγράμματος ειδικά ερωτηματολόγια ανάλυσης αναγκών αποστέλλονται σε όλους τους υποψήφιους συμμετέχοντες προκειμένου να γίνει η καταγραφή των εξής στοιχείων:
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Ακαδημαϊκό Υπόβαθρο
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Επαγγελματική Εμπειρία στην προηγούμενη καριέρα
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Τρέχουσα θέση στην Επιχείρηση
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Προσδοκίες που επιθυμείτε να καλύψει το σεμινάριο
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Άλλες παρατηρήσεις σχετικά με την υλοποίηση του Σεμιναρίου
Έντυπο Υλικό
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Σημειώσεις Εισηγητή