Negotiation challenging, complex and exciting, and requires a mixture of knowledge, skills, experience and intuitions. Each negotiation is unique and there is no single technique to improve success. Thus, to be a successful negotiator, a person should use a mixture of moves and countermoves, driven by the nature of the specific situation. This course describes various practices and techniques that can help to make a person more successful negotiator in every situation. This course has been developed at the light of Management Centre Europe at Istanbul, Turkey.
Learning Objectives - Acquire a systematic framework for analyzing and understanding negotiation - Assess and heighten your awareness of your strengths and weaknesses as a negotiator - Learn how to create and maximize value in negotiations - Gain problem-solving techniques for distributing value fairly while strengthening relationships - Develop skills to deal with difficult negotiators and hard-bargaining tactics - Learn how to match the process to the context - Discover how effectively to manage and coordinate across and behind-the-table negotiations
Methodology
Live screen sharing, Q/A session
Contents of Training:
Session 1: Preparing to Negotiate - Becoming a negotiator - Understanding negotiation dilemmas - Being prepared - Designing the structure
Session 2: Thomas-Kilmann Conflict Mode - Overview of the model - Individual Test - Explain Interpretation
Session 3: Setting Your Styles - Defining negotiation styles - Defining interest based negotiation - Negotiate from the whole brain - Creating win-win deals - Building relationships - Developing mutual trust - Negotiating fairly
Session 4: Case practice - Antique Car - Experience sharing
Session 5: Conducting Negotiation - Negotiation with power - Making offers and counter offers - Making concessions - Being persuasive - Managing impasses - Avoiding decision traps - Managing emotions - Dealing with competitive tactics - Closing the deal
Session 6: Case practice - Bicycle - Experience sharing
Session 7: Understand Body Language - Basics of Body Language - The power in your hand - Arm Signals - Hand and thumb gestures - Evaluation and deceit signals - Eye signals - How the legs reveal what the mind wants to do - How the body points to where the mind wants to go - Seating arrangement – where to sit and why
Session 8: Personal Experience Sharing Session - Experience exchange - Learn from Video Clips
Session 9: Developing Your Techniques - Negotiation as a team - Dealing with many parties - Using a coach - Being a mediator - Learning from the masters
তথ্য ও প্রযুক্তি
বৈদেশিক কর্মসংস্থান
লেখাপড়া
আউট সোর্সিং
প্রশিক্ষণ ও কর্মসংস্থান
কারিগরি দক্ষতা
চিকিৎসা
ভেন্যু ভাড়া
