Negotiation

• 2

• 4

  weeks

Upon completion of training through the different units, the user will be able to:
– Identify and manage the determining factors to carry out a negotiation
– Identify the characteristics of the negotiation process
– Establish the necessary steps for its development
– Clarify the starting point of each of the negotiators
– Define the strategy that will be used in the negotiation
– Anticipate possible difficulties in the negotiation process
– Identify the negotiation style of the interlocutors
– Behave according to the collaboration styles that have been identified
– Argue the points that you want to reach in the negotiations
– Convince interlocutors in conflictive negotiations
– Assess, choose and specify options to make a decision
– Avoid and resolve conflicts
– Close partial agreements
– Formalize agreements

• 2

• 4

  weeks

MOD. 1: PREPARATION FOR NEGOTIATIONS

Identify negotiation situations
– Negotiation concept
– Negotiation areas
– Negotiation situations
– Philosophy of negotiation
– Types of negotiation
– Negotiation phases

Evaluate negotiating power
– Negotiation strength
– Solution options
– Relationships between the parties
– Long-term relationships
– Negotiation skills
– Negotiation alternatives

Define the negotiation strategy
- Negotiation process
– Components of the negotiation
- Surrounding analysis
– Scope of negotiation
– Negotiation strategy
– Components of the proposals
– Partial objectives
– Negotiation range
– Prioritize partial objectives
– Criteria to prioritize
– Impact of the negotiation

Anticipate the difficulties of the negotiation
– Difficulties in opening a negotiation
– Reasons for rapid breakup
– Negotiate on interests
– Negotiate on positions
– Alternatives to negotiation
– Own alternatives
– Contrary alternatives
– Possible conflicts
– Deficiencies in preparation

MOD. 2: DEVELOPMENT OF NEGOTIATIONS

Identify negotiation styles
– Negotiation concept
– Negotiation areas
– Negotiation styles
– Tax style: Your behavior / The tax negotiator
– Manipulative style: Your behavior / The manipulative negotiator
– Passive style: Your behavior / The passive negotiator
– Individualistic style: Your behavior / The assertive negotiator
– Assertive style: Your behavior / The assertive negotiator

Act according to each negotiating style
– Most appropriate attitude
– Negotiate about interests or positions
– Attitude towards tax
– Attitude towards the manipulator
– Attitude towards liabilities
– Attitude towards the individualist
– Advantages of the assertive style
– Alternatives to negotiation: own / contrary

Argue to achieve objectives
– Objectives of the argument
– Effective argumentation: Motivations, characteristics, components, types
– Solution options
– Advantages over the option
– Exchange of concessions, consequences

Resolve conflictive negotiations
– Difficulties getting started
– Quick break
– Information collection
– Anticipate objections
– Communication skills I:
- Empathy
- Active listening
– Appropriate questions
– Anticipate consequences
– Communication skills II:
– Relaunch
– Rephrase
- Translate
– Buffer phrase
– Communication skills III
– Give useful information
- Broken record
– Fog bank
– Separate the topics
– Selectively ignore
– Communication skills IV
- Offer apologies
– Disarm anger
– Assert negatively
– Reward collaboration
– Manage information for debate

MOD. 3: CLOSING OF NEGOTIATIONS

Take decisions
– Definition of interests
– Possible options
– Options valuation
– Choice of options
– Other decisions
– Implementation of the decision

Avoid and resolve conflicts
– Sources of conflict
– Negotiator skills
– Conflict prevention
– Behaviors
– Objectives of the conflict
– Emotional activation
– Control of emotions

Close partial agreements
– Closing balance
– “Win-win” closure
– “Win-lose” closure
– Closing signals
– Facilitating actions
– Strategic behavior

Formalize agreements
– Necessity of the contract
– Exchange of concessions
– Content of the contract
– Correction of deviations
– Breach of agreement
– External figures

• 2

• 4

  weeks