Negotiation Skills & Techniques هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

Day One
· Introduction to basic negotiation skills
· Definition of 'negotiation'
· Common negotiation forms and features
· What can you negotiate and whom can you negotiate with
· Two types of negotiations
· Integrative versus distributive
· Rational model for decision making
· Choosing the most appropriate negotiation strategy
 
Day Two
· Negotiation and personality styles
· Characteristics of an effective negotiator
· Negotiation style profile
· Intuitive/Normative/Analytical/Factual (INAF)
· Dominance/Influence/Steadiness/Conscientiousness (DiSC)
· Administration and determination of own style
· Behavioral style summary
 
Day Three
· Essentials of negotiation
· The four phases of negotiation
· Plan, debate, propose and close
· Negotiation checklist: dos and don'ts
· Elements of Best Alternative to a Negotiated Agreement (BATNA)
· Choosing when to walk away (BATNA)
· How to concede: dos and don'ts
· What is your preferred concession style
· Concession styles from around the world
 
Day Four
· Negotiation planning, preparing, and power
· Negotiation planning
· The main pillars of negotiation wisdom
· Interest and options
· Alternatives and legitimacy
· Communication, commitment and relationships
· Assessing the source of negotiating power
· Definitions and sources of power
· Altering the balance of power
· Overcoming your limitations
· Defending and challenging a firm offer
 
Day Five
· Negotiation strategies and tactics
· Thirteen basic negotiation strategies and tactics
· Brief description of each tactic
· 10 negotiation mistakes to avoid
· Dealing with difficult negotiators
· Trust building
· Ranking and discussing the 10 trust building behaviors in negotiations
· Preparing and conducting individual and team negotiations
· Practical role plays
· Feedback, comments and discussions تحديث بتاريخ 16 May, 2024