Course Outline
Module 1
1. Presentation of training objectives and program.
2. Establishment of individual objectives by participants, responding to three open-ended questions focused on:
- Negotiation situations.
- Problems encountered in the negotiation process for each participant.
- Competencies (attitude, knowledge, key skills) in negotiation that trainees wish to improve.
3. Analysis of participants' competency portfolios regarding knowledge of negotiation strategies and techniques, using a negotiation test.
- Discussing test results and determining the correct answers.
- Recalling real negotiation situations similar to the contextual scenarios in the test questions.
- Planning behavioral changes and actions for each trainee in similar negotiation contexts.
Module 2
1. Describing the role and characteristics of an effective negotiator.
- Identifying qualities of the attitude and actions of an effective negotiator.
- Defining the rights of an effective negotiator.
- Identifying desired behaviors and actions of an effective negotiator.
2. Describing the situational context of five negotiation strategies and determining criteria for selecting strategies.
3. Learning about a dozen of the most effective negotiation strategies and presenting a comprehensive inventory of techniques used by effective negotiators.
4. Each participant selects a negotiation style adequate for the processes they are involved in.
5. Determining the differences between "hard" and "soft" negotiating styles:
- Introduction to the Harvard negotiation model, emphasizing cooperation and win-win agreements.
6. Exploring the model of emotional escalation dynamics to understand when to engage in constructive confrontation to control emotions and address the issue rather than escalating into conflict or targeting the person.
7. Applying the model of constructive confrontation based on Marshall Rosenberg’s Nonviolent Communication (NVC). Practicing problematic negotiation situations, classifying them for constructive confrontation according to three criteria, and conducting these confrontations in pairs.
Module 3
1. Stages of business negotiation:
- Preparation: Understanding the situational context (BATNA, WATNA, ZOPA).
- Initiation: Presentation of initial positions.
- Core negotiation: Presentation of further proposals.
- Conclusion: Finalizing negotiations.
2. Presentation of a dozen negotiation variables.
- Trainees identify which of these variables they engage with daily.
- Trainees select new negotiation variables to introduce.
- Trainees determine the business case resulting from their selected variables.
3. Preparation and execution of the first negotiations by trainees.
- Discussion of the negotiations to identify which effective negotiation principles presented by the trainer were not applied.
- Learning the most effective negotiation principles to form the "negotiation driving code" applied in daily negotiations post-training.
- Developing the power of negotiation arguments by creating three effective arguments and business justifications for each variable (per trainee) based on selected variables from the learned pool.
Module 4
1. Practical application of the laws of persuasion and Robert Cialdini’s six rules of influence, enabling participants to secure significant concessions.
2. Determining at which stages of the negotiation process and how individual influence rules can be applied.
3. Each participant plans their chosen negotiation process to conduct after training, utilizing the knowledge acquired during the course.
Requirements
No prior knowledge is required for this training.
Testimonials (1)
Promoting the interaction between people.
