Art of Negotiation
Description
Negotiation is one of the most important business skills of a modern leader. Employees, suppliers, customers, or managers can act as negotiating partners. After the training, business negotiations will no longer be a problem for you and will become what they should be - an effective tool for defending your interests in business and building partnerships.
You will learn:
• How to find leverage on a partner and resist pressure?
• How can conflict be avoided and the needs of all participants met in the negotiation process?
• How can we participate in negotiations when the opposite side has significantly more resources?
Business negotiation training will help you achieve mutual understanding with a negotiating partner, avoid manipulation by him/her, and come to profitable agreements while maintaining the nature of the partnership. Even if your resources are limited, you will learn to use them as efficiently as possible for the best possible negotiation results.
is issued on the Luxoft Training form
Objectives
- Understand the underlying principles of negotiation and learn what you can do to get the best outcome
- Use a negotiation strategy that moves you closer to a win/win outcome
- Prepare for negotiation by following a step-by-step approach and setting your critical limits
- Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
- Derive specific values based on your negotiation variables and use them to bargain systematically over your settlement range
- Finalize the outcome of your negotiation to get exactly what you have asked for
Target Audience
Leaders of all levels as well as specialists in negotiations
Prerequisites
- Not required
- Negotiation experience preferred
Roadmap
Definition of negotiations
- Types of negotiations
- Principles of negotiations
- 5 Steps of negotiations
Preparation stage tools
- Tools for preparing for negotiations
- Axes of Negotiation
- Analysis of the Negotiation position
- BATNA
Building rapport skills
- 3 Types of resistance in the first stage of negotiations
- Opening offer strategies
Information exchange approaches
- Discovering interests and criteria on another side
- Working with objections
- Persuading
Bargaining
- Techniques of generating options in negotiations
- Techniques of bargaining
Closing stage principles