Negotiation Programme

Negotiation Programme will help you learn all the techniques and strategies to be a Win / Win negotiator: learning to concentrate on obtaining, in a rational way, valid solutions to both sides, find objective criteria to enable the agreement, constantly generating options (thus be highly creative), distinguishing interests of rigid positions and separate people from problems.

The EADA negotiation model.

• Negotiation styles: diagnostic tools.
• Preparing negotiations:
• Tactical preparation: nine steps.
• Psychological preparation: an introduction to NLP.
• Creative preparation: Mind maps.

Constructing the "Negotiating Persona".

• Emotional Intelligence and negotiation.
• Defence strategies to address manipulation techniques.
• Assertiveness.
• Aspects of Intercultural negotiation.

Managing interests as opposed to positioning.

• Creativity in action: laying out options.
• Conflict Management.
• How to draw up a BATNA.
• The art of formulating proposals.
• Negotiation within the framework of labour relations.
• The specificity of buying negotiations.
• Individual presentations of projects.