Two or more parties will always come to the negotiation with their predetermined positions and will be ready to fight for their goal implementation to the maximum. During the process of negotiation various methods of influence are applied, including even manipulation. Therefore, you have to know many tricks to defend your position in order win the negotiation.
Description of the training:
Negotiation is part of a discussion process when two or more parties are involved and seek for the implementation of their goals. Parties that are participating in the negotiation process are trying to agree on important and sensitive issues that are related to mutual benefit. And while negotiation might be different on their topics or issues, the process and principles are very alike. Knowledge of business protocol will show your partners that you are reliable and qualified at your work, while elimination of commonly met mistakes during negotiation process will give you advantage over your opponents. It is important to know that the most effective negotiations are implemented tet-a-tet. However, nowadays with a hectic life pace, competition is very intense and parties are willing to go into compromises in order to reach the agreement faster. On the other hand, if the discussion includes many questions, the chances that they all will be attended reduce to the minimum. Noteworthy that companies related to the production are more successful in the negotiations than companies working in commerce because they intent to hire experts, who present detailed analysis and prepare alternative solutions, which often are more effective.
Negotiators who are seeking for cooperation will ensure more stable process and will reach better results as well as beneficial agreements for all parties. Clear objectives and alternatives have a positive effect on negotiations’ outcomes. Therefore, people who have a coherent negotiation strategy (the strategists) are able to reach more solid agreements than those who improvise without any guidelines (the opportunists). When negotiators seek for closer cooperation, they are able to control the process better and come to agreement that is more favourable.
When it is agreed on negotiation process, the process itself becomes smoother and produces better outcomes. Clearly indicated problems lead to faster signed agreements. And as a rule, those who introduce their ideas first, have bigger chances to reach better results. Compromises are good, but if you are too pliable in the beginning, opponents might get a wrong impression about the worth of the objects.
Directors, sales managers, administrators of companies, who are directly involved in negotiation process, as well as other employees, who have to take part in negotiation process and carry on responsibility of its results.
After the training participants will:
- Understand negotiation process;
- Know how to prepare for negotiations;
- Get familiar with negotiation strategies;
- Be able to apply various negotiation strategies and tactics;
- Understand and be able to explain notion “negotiations focused on long-term cooperation”;
- Know how to behave in difficult situations during negotiations;
- Get familiar with psychological subtleties of negotiation.
Size of the group: 25 – 30 participants.