Course Outline

  • What is my personal negotiating style?

          - understanding your individual style and its impact in negotiations

  •  Competitive or cooperative?         

           - knowing the right approach to adopt

  •  The need for creativity and flexibility       

           - seeking alternatives and solving problems

  • Expectation management

          - how to manage the pre-negotiation and opening stages

  • Non-verbal communication

          - using body language to reinforce what we say

  •  The importance of preparation 

           - what you need to do before the negotiation commences

  •    Shifting the balance of power 

            - identifying the strengths and weaknesses of both parties

  •  Goals and objectives 

            - what does good look like and what is unacceptable?

  • Looking beyond demands to interests and concerns

            - find out what lies behind demands and what really matters to the other party

  • Identifying variables

            - what can we conceed at the lowest cost to us and what do we want to get in return? 

  • Making and justifying proposals

             - positioning and demonstrating value in their terms

  •  How to respond to proposals

             - explaining why it's unacceptable and making counter proposals 

  • Use of questions

             -  using conditional questions to test solutions without making firm commitments

  • The bargaining process

             -  trading concessions to achieve win/win outcomes

  • Dealing with deadlock

              - tools to help you navigate around impasses 

  • Responding to price challenges

              - how to defend your position

  • Securing the deal 

               - summarising and closing to avoid costly misunderstandings 

Requirements

Due to the high number of exercises in this course, it requires a minimum of four delegates and two trainers.
  14 Hours
 

Need help picking the right course?
Call us +27 (0)10 005 5793

Testimonials

Flipchart transfer method! No use of audio visual devices.

Łukasz Rak - Schott Poland Sp. z

The atmosphere, many examples, the right pace, the preparation of materials.

Adam Gozdowski - Schott Poland Sp. z

exercises showing the presented concepts in practice

Michał Czapski

exercises, hand-created boards

Krzysztof Helt

joint exercises

Tomasz Kaczmarek

the manner of conducting training, knowledge and form of training.

Klaudia Horlop

Communication with the trainer

Dorota Miller

Coach contact

Magdalena Stasiów

Communication with the trainer

Elżbieta Żurawska

Anti-stress exercises .

Dolby Poland Sp. z o.o.

Krzysztof brand itself.

Dolby Poland Sp. z o.o.

exercises in twos and groups.

Dolby Poland Sp. z o.o.

Interesting in general

- GMV Innovating Solutions Sp. z o.o.

Pizza exercise

- GMV Innovating Solutions Sp. z o.o.

Exercises

Rafał Rzatkiewicz - GMV Innovating Solutions Sp. z o.o.

Exercises and trainer experience

- GMV Innovating Solutions Sp. z o.o.

I liked the excercises based on the current researches

- GMV Innovating Solutions Sp. z o.o.

The trainer eventually managed to get even the most reluctant participants involved. He's impressively knowledgeable about the subject.

- GMV Innovating Solutions Sp. z o.o.

It had a lot of practical exercises

Fernando Sousa - GMV Innovating Solutions Sp. z o.o.

Various case studies

张 森凯 - 星空时间

Analysis of the interest community

谢 永泉 - 星空时间

Innovative thinking

孙 卓峰 - 星空时间

Interactive part

李 佳伟 - 星空时间

the application as this makes us think and evaluate what we have learn on the training

Accenture Inc.

Info about RPA, AI and IoT.

Jubilee Petil - Accenture Inc.

The online quizzes and last part with final product that needs to be presented.

Accenture Inc.

The application - Group activity :)

Analyn Villarin - Accenture Inc.

The positive attitude the trainer to us. Energetical way of sharing the knowledge. Taking under the loop the topic: color energy specific.

Ewelina Krasocha - Schaeffler Global Services Europe

Balance between lecture and engaging the audience.

Schaeffler Global Services Europe

contact with participants, variety of exercises.

Schaeffler Global Services Europe

For sure the atmosphere, as the training was delivered in a very pleasant way and all exercises were well prepared.

Karolina Wroblewska - Schaeffler Global Services Europe

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