Seminar goal

Successful negotiations are crucial to achieve the objectives in volume / turnover, profit, market positioning. Only one percent (1%) savings achieved in commercial negotiations is often equivalent to an increase in turnover of 10% in the following year. The most common mistake is negotiating is the bad or inadequate preparation. Age of negotiation based on good personal relationships (often with lamb) is ancient history. Today the basis of negotiations based on good knowledge of “opposing side”, a good analysis of the current situation and a situation where we want to be (objectives) and how will reach it – tactics, strategy alignment with the other side. Tomorrow’s negotiations will be even more strategic coherence, rather than making compromises in order to harmonize diversity.

 

Seminar goal is the development and improving of negotiation skills, knowledge and competences that are vital for successful negotiation. Through this seminar, participants will learn key competencies that modern negotiator must have – and techiques for mastering them, practical steps for developing their own skills. The training leader will pay special attention to the psychological and practical aspects of business negotiation applied to concrete business situations.

 

 

Who is the seminar for?

The seminar is designed for managers and experts of all levels, team leaders, the newly appointed managers and all others who want to develop their negotiation skills.

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After attending the seminar, participants will be trained

  • To describe and explain successful models, tactics and principles of business negotiation
  • To analyze, identify, detect and assess the correct and incorrect actions (errors) that occur in the business negotiation and how to avoid typical mistakes
  • To apply successful models, tactics and principles of business negotiation
  • To build syntheticly their own style of business negotiation

Method

The training is organized in the form of workshops that are primarily oriented to experiential learning of the necessary skills. Our workshops are characterised by dynamic, interactive work with plenty of exercises that enable our participants to experience and practice directly the use of necessary skills. Besides that, during training, participants are constantly provided by feedback from the trainer. Participants are divided into teams of three or four that compete to each other. They are also constantly encouraged to exchange their experiences with their colleagues.
We use combined methods of learning:

  • Presentations of key theory concepts
  • Role-play
  • Video feedback
  • Teams competition
  • Study cases
  • Critical situations analysis
  • Discussions
  • Panels
  • Demonstrations
  • Brainstorming etc.

 

Duration

The optimal duration of the seminar is 8 hours.

From the content of the seminar

  • Principles of negotiations
  • Possible results of the negotiations (a win-win, win-lose …)
  • Preparing for negotiations
  • Where we are strong and how to use it
  • Where we are weak and how to repair / hide weaknesses
  • Where the other side is strong and how to defend
  • Where the other side is weak and how to take advantage of it
  • Possible problems and solutions scenarios
  • Cconcessions in the negotiations – how and when
  • The tactics we use and anticipating the tactics of the other side
  • Preparation of anti-tactics
  • Process, time, the decision makers in the negotiation process
  • BATNA

 


 

Number of participants

The optimal number of participants: 8 – 12.