Effective negotiations, how to reach your goals through negotiation

AVENHANSEN Sp. z o.o. Zapraszamy na naszą stronę internetową: Effective negotiations, how to reach your goals through negotiation>>> Szkolenie w całości prowadzone w języku angielskim! Negotiating is like playing chess. In chess, we defend the king, in negotiation, we defend our interests. In chess, we use other figures, in negotiation we use information and various techniques. Both in chess and in negotiation, strategy and tactics are very important – we try to anticipate the movements of our opponent or business partner. However, contrary to chess where there is just one winner (or none, in the case of a draw), in negotiation it is possible that both parties win – this is the win-win situation. The win-win solution is not difficult to reach. It requires “only": good understanding of own and partner’s interests, being creative and open in finding arguments and alternatives, as well as good handling of the negotiation process itself, negotiation techniques and fundamentals of effective communication. The “Effective negotiations - how to reach your goals through negotiation" helps the participants to develop as negotiators. It helps increase the efficiency of conducted negotiations through non-standard approach to the process itself as well as through presentation, comprehension and practice of knowledge and tools related to effective negotiations. On top, many aspects of running negotiations in international environment, with many language and cultural differences, will be covered. Workshop objectives:- Presentation of knowledge and tools related to efficient negotiation process- Reinforcement of acquired knowledge and tools through practical activities- Reference to specificities of negotiating in a foreign language, with native and non-native speakers, taking into account also cultural differences- Showing the participants methods to improve their negotiation skills Korzyści dla uczestników- Knowledge and understanding of the rules related to efficient negotiation- Comprehension of the knowledge needed to analyze and understand the negotiation process- Ability to prepare for negotiation and to manage it actively- Ability to manage difficult negotiation situations- Ability to prepare to handle negotiation with foreigners (language and cultural differences)- Knowledge and ability to use effective techniques do improve negotiation skills Program szkolenia Details of the workshop will be developed based on interviews with the participants. They will be specific to their work. Adjustment will refer especially to the practical exercises which will be designed to be close to the particularities of the businesses and companies of the participants. ABC of the negotiation process This will be the introduction to the art of negotiation. Depending on the participants’ knowledge on the subject, they will acquire all the necessary elements, or, based on group sharing and engagement, they will adjust the level of their comprehension in order to make other parts of the workshop effective. All elements presented will be illustrated with examples. The participants will present and analyze their relevant experience. All covered elements will reappear – in the practical context – along the workshop flow. Still, the first element of the workshop will be a questionnaire aimed at assessment of the participants’ negotiation skills. The questionnaire will be analyzed at the end of the workshop (pt. 4) together with the analysis of the skills covered during the workshop. Topics covered in this section include: The nature of negotiation The “win-win" concept Managing other concepts in the selling and negotiation processes: need, value, feature, benefit, negotiation position, other Methods of judging the value of commercial offer – benchmarking Negotiation styles BATNA and WATNA Negotiation techniques Effective selling techniques used during negotiation (on both sides of the table) Preparing for negotiation The biggest negotiation advantage is information. The participants will learn how to gather relevant information and how to manage it as part of the preparation for negotiation. The participants will learn to determine the starting point for negotiation and define their negotiation advantage. They will also acquire a number of tools facilitating preparation for negotiation and making managing the process under stress easier. As an exercise, the participants will be preparing for negotiations based on the brief received from the trainer. The exercise will be analyzed in order to eliminate potential issues yet before the negotiation starts. At this point of the workshop, account of the language and cultural differences between the negotiating parties will be covered, too. Topics covered in this section include: Gathering information on the negotiation partner and his or her offer Analysis of the negotiation partner as a technique to anticipate the flow of negotiations Language and cultural differences in case of negotiating with foreigners (natives and non-natives) Gathering information on competition (own and negotiation partner’s) Analysis of negotiation positions (own and negotiation partner’s) – SWOT analysis Planning the negotiation process as such (time, place, participants, etc.) Negotiation list (shopping list) and negotiation LIMIT Definition and management of negotiation variables Building negotiation argumentation to be used during negotiation Managing negotiation Participants will understand the very negotiation process, its phases and their characteristics. They will learn about the possibilities to model particular phases and the pitfalls that can be encountered. They will also learn the concepts and tools that can become helpful during negotiations. They will practice all the elements in the context of real-life simulations that will be continuation of previous workshop exercises. Topics covered in this section include: Phases of the negotiation process and their characteristics Methods of investigating negotiation partner’s needs Managing concessions during negotiations Effective verbal and non-verbal communication during negotiation Influencing techniques used during negotiation Empathy and emotional intelligence during negotiation Practical use of various negotiation techniques How to develop as a negotiator? The module will be devoted to methods and tools of self-development as a negotiator. Based on the questionnaire conducted in the beginning of the workshop, the participants will see their negotiation competence map against the recommended model. They will also learn how to develop negotiation skills after the workshop. Topics covered in this section include: Analysis of negotiation skills of participants – analysis of the questionnaire and skills covered during the workshop Methodology and tools for developing negotiation skills Szkolenie prowadzi: Marcin Rzucidło Praktyk marketingu z ponad piętnastoletnim doświadczeniem w międzynarodowych firmach produkcyjno-handlowych. Zajmował się również zarządzaniem organizacją, zasobami ludzkimi oraz produkcją. Posiada umiejętność przekazywania wiedzy na najwyższym poziomie. SZKOLENIA