NEGOTIATING SKILLS
WORKSHOP

EFFECTIVE NEGOTIATIONS

WIN - WIN

PRESENTED BY

PETER BURNE SZOBACSI

2016

 

The Art of Negotiation

Communication

Emotional Control

WIN - WIN

Closing a Deal

 

WHY DO YOU NEED TO LEARN NEGOTIATING SKILLS

•         BUILDS YOUR CONFIDENCE

•         PREPARES YOU FOR INTERNATIONAL BUSINESS

•         PREPARES YOU TO ACHIEVE WIN - WIN RESULTS

WHO NEEDS TO LEARN NEGOTIATING SKILLS

•         YOU ARE NEW IN PARTAKING IN NEGOTIATIONS

•         YOU MAY ALREADY KNOW HOW TO DO NEGOTIATIONS IN HUNGARIAN, BUT, WHEN YOU HAVE TO DEAL INTERNATIONALLY MOST BUSINESS IS PERFORMED IN ENGLISH AND THEN YOU NEED TO NEGOTIATE EFFECTIVELY IN A COMMON LANGUAGE. YOU MAY NOT HAVE THE SKILLS OR KNOW THE APPROACH OF DEALING WITH OTHER NATIONALITIES AND GETTING YOUR MESSAGE ACROSS EFFECTIVELY IN ENGLISH!

BENEFITS OF LEARNING NEGOTIATING SKILLS

•         GIVES YOU THE CONFIDENCE DURING NEGOTIATIONS

•         GIVES YOU STARTEGIES FOR HANDLING NERVES AND DEALING WITH PARTICIPANTS EFFECTIVELY

•         GIVES A CLEAR FRAMEWORK FOR STRUCTURING AN EFFECTIVE NEGOTIATION

•         METHODS FOR HIGHLIGHTING AND EMPHESISING KEY POINTS

•         THE SKILLS TO MORE EFFECTIVELY USE AND CONTROL YOUR EMOTIONS

•         TECHNIQUES FOR GAUGING YOUR COUNTERPARTS INTREST AND WILLINGNESS

  

Negotiating Skills workshop
Course content

Module 1: getting started

•         Workshop objectives

•         Pre-assignment review

 

Module 2: Understanding Negotiations

•         Types of negotiations

•         The three phases of negotiation

•         Skills for successful negotiations

 

Module 3: Getting prepared

•         Establishing your WATNA and BATNA

•         Identifying your WAP

•         Identifying your ZOPA

•         Personal preparation

 

Module 4: Laying the Groundwork

•         Setting the Time & Place

•         Establishing Common Ground

•         Creating a Negotiation Framework

•         The Negotiation Process

 

Module 5: Phase one – Exchanging Information

•         Getting Off on the Right Foot

•         What to Share

•         What to Keep to Yourself

 

Module 6: Phase Two – Bargaining

•         What to Expect

•         Techniques to Try

•         How to Break an Impasse

 

Module 7: About Mutual Gain

•         Three Ways to See your Options

•         About Mutual Gain

•         Creating a Mutual Gain Solution

•         What Do I Want?

•         What Do They Want?

•         What Do We Want?

 

Module 8: Phase Three – Closing

•         Reaching Consensus

•         Building an Agreement

•         Setting The Terms of The Agreement

 

Module 9: Dealing With Difficult Issues

•         Being Prepared for Environmental Tactics

•         Dealing With Personal Attacks

•         Controlling Your Emotions

•         Deciding When its Time to Walk Away

 

Module 10: Negotiating Outside The Boardroom

•         Adapt the Process for Smaller Negotiations

•         Negotiating via Telephone

•         Negotiating via E-mail

 

Module 11: Negotiating On Behalf of Someone Else

•         Choosing The Negotiating Team

•         Covering All the Bases

•         Dealing With Tough Questions

 

Module 12: Wrapping Up

•         Words from The Wise

 

Closing

•         General Q&A

•         Feedback

 

WHAT IS THE COURSE DURATION

•         THE COURSE IS HELD OVER 2 DAYS: 9:00 – 16:00

•         DAY 1: TEACHING AND KNOWLEDGE TRANSFERE OF NEGOTIATING SKILLS AND METHODOLGY

•         DAY 2: CAPTURES SOME OF THE ABOVE  AND GROUP WORK PRACTICE EXERCISES

 

COST

• COST PER DELEGATE 75000 huf
• Companies qualify for 15% group discount

WHAT IS INCLUDED?

• TRAINING / KNOWLEDGE TRANSFER
• COURSE MATERIALS
• REFRESHMENTS & SNACKS
• FINGER LUNCH

 

OTHER COURSES

•         PRESENTATION SKILLS (COMMUNICATIONS AND PRESENTATION

•         MAKING PRESENTATIONS, MS POWER POINT (PPT), PREZI

•         BUSINESS COMMUNICATION SKILLS

•         CONSTRUCTIVE CONFRONTATION

 

•         INTERPERSONAL SKILLS DEVELOPMENT