Everyone has their own negotiation style. How do you make sure that you are strong as a buyer or seller? This training teaches you many tips and tricks concerning the negotiation process, your preparation, the different negotiation styles and a toolbox for difficult situations.
This course is useful for anyone who regularly conducts internal or external negotiation discussions, such as buyers and sellers, people in a commercial department, employees who negotiate contracts.
Participants are introduced to different negotiation styles and learn to build the conversation with a proper structure.
Tips and tricks around preparation and influencing techniques ensure a firm position and efficient attitude during a negotiation.
Possible Topics
- The definition and characteristics of a negotiation;
- How do you prepare for negotiation?
- The different negotiation styles;
- The characteristics of a win-win negotiation;
- How do you structure a negotiation?
- Interests behind positions?
- The Harvard model of negotiation?
- Techniques such as ZOPA and BATNA.
- What is the difference between positional and principled (assertive) negotiation?
- How do you recognize influence techniques?
- How do you respond to an impasse?
- Conversation techniques for difficult negotiating partners.
- Specific negotiation simulations, cases, and exercises.
Approach
- Offline, Online or a combination of both (Blended)
- Personal coaching
- Inspirational sessions
- Workshops
- (Blended) Training Program
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