Business Negotiation

No prior knowledge is required for this training

TARGET GROUP:

• Anyone in the organization who wants to improve their competencies, (attitude, knowledge, skills) in the area of business negotiations.
• Sales and customer service employees who negotiate with contractors.
• Entrepreneurs who negotiate with contractors.

EDUCATIONAL PURPOSE OF THE TRAINING:

The training will prepare you to negotiate with all stakeholders, with particular
taking into account practical skills in the area of negotiation, focused on
cooperation. By participating in the training, participants will gain greater influence and control over the
the various stages of the negotiation process. The overriding result of the training will be
effectively conduct negotiations, the purpose of which is to conclude an agreement that
satisfies the interests of the parties to the negotiation process, for the elaboration of which the participants
will use the interpersonal skills acquired during the training.

OBJECTIVES OF PARTICIPATION IN THE TRAINING:

• You will learn modern negotiation strategies and techniques that you will use in business negotiation processes.
• You will plan an effective negotiation strategy, using the models you have learned, sequence of key events for the upcoming business negotiations that are important to you.
• You will upgrade key skills that will allow you to more quickly and more easily make agreements with others and achieve your negotiation goals.

BENEFITS OF ATTENDING THE TRAINING:

You will practice the strategies and techniques you have learned, increasing your skill level, that have the greatest impact on the outcome of negotiations.

TRAINING WILL STRENGTHEN YOUR KNOWLEDGE:

From the area of psychology of leadership, communication and business negotiation.

THE TRAINING WILL STRENGTHEN SKILLS IN THE AREA OF:

• Selection of negotiation strategies and techniques adequate to the situational context.
• Exerting influence in the business negotiation process.
• The skill of constructive confrontation, in the process of business negotiations.
• The ability to enforce concluded agreements and business contracts.
• The ability to manage one's emotions, (especially under stress) during the process of negotiations.
• The ability to select arguments, logical and rational, from which the business justification.
• The ability to explain cause and effect, enriched with arguments emotional, to effectively influence a change in people's beliefs and actions.

THE TRAINING WILL STRENGTHEN COMPETENCIES:

• Influencing in the business negotiation process
• Reading the context of a negotiation situation
• Taking control of a negotiation situation to be able to achieve your goal negotiation
• Thinking critically, (cause and effect) about the sequence of events in the process of negotiation
• Discovering the truth (rational cause-effect analysis based on facts) in a negotiations

Module 1
1. Presentation of the training objectives and program.
2. Establishment of individual objectives by the training participants, in response to three open-ended questions focused in the area

• Negotiation situations
• Problems that occur in the negotiation process for each participant of the training
• Competencies (attitude, knowledge, key skills) of negotiation which trainees want to improve.

3. Analysis of the competency portfolio of training participants in the area of knowledge of negotiation strategies and techniques, using a test, on negotiation.

• Discussing the results of the test and determining and discussing the correct answers.
• Recall of real negotiation situations by training participants, which are similar to the situational context described in the questions included in the test.
• Planning to change behavior and actions, by each trainee, in the situation of similar negotiation situations to those described in the test.

Module 2
1. To describe the role and characteristics of an effective negotiator.

• To determine what qualities should be in his negotiating attitude and express in action an effective negotiator
• To determine the rights that an effective negotiator has
• To determine the desired behaviors and actions of an effective negotiator

2. To describe the situational context of the five strategies in negotiation and to determine what are the criteria for selecting negotiation strategies

3. To learn about a dozen of the most effective negotiation strategies and to present and communicate in the form of an elaborated inventory of negotiation techniques used by effective negotiators use

4. Selection of a negotiation style, by each participant of the training, which is adequate to the negotiation processes in which the participants are involved training

5 Determine what are the differences between the so-called "hard" and "soft" negotiating style
- The idea of the Harvard model of negotiation, with the nature of cooperation and seeking a win-win agreement.

6. Model of the dynamics of escalation of emotions, which allows us to understand when we should decide to have a constructive confrontation in order to control emotions and deal with the issue and not escalate towards conflict and deal with the person instead of the the issue.

7. Model of constructive confrontation developed on the basis of NVC (non-violent communication Violence) by Marshall Rosenberg. Practice of problematic situations that occur in negotiations, which the trainees will classify (according to three
criteria) for constructive confrontation and then carry out (working in pairs) constructive confrontation of the problematic situations of their choice

Module 3
1. Stages of negotiation in business

• Preparation for negotiations - situational context of negotiations: BATNA, WATNA, ZOPA
• Start of negotiations and presentation of initial positions
• Negotiations proper, presentation of further proposals
• Completion of negotiations

2. Presentation of a dozen negotiation variables

• Trainees indicate negotiation variables from a dozen of negotiation variables negotiation variables previously learned with which they negotiate on a daily basis
• Trainees select new negotiation variables that they will introduce to their negotiations
• Trainees determine what is the business case resulting from the their chosen negotiation variables

3. Preparation and execution of the first negotiations by the trainees 

• Discuss the negotiations and the trainees determine which of the principles of effective negotiation, presented by the trainer, have not been applied by them.
• Learning the most effective principles of negotiation, which will become the code of "negotiation driving" applied after the training by the trainees in their daily negotiations
• The power of negotiation arguments, developing three effective arguments each negotiation arguments and business justifications to each of the variables (by each trainee) based on selected variables, from the pool of negotiation variables learned during the training.

Module 4
1. Practical application of the laws of persuasion and the six rules of influence, described by Professor Robert Cialdini, thanks to which participants of the training will be able to work out, obtaining significant concessions in negotiations

2. Training participants will determine at what stages of the negotiation process and how, can apply individual rules of exerting influence.

3. Each participant of the training will plan his chosen negotiation process which will conduct after the training, using the knowledge learned during the training.