- Payment Terms: Enquire
- Other Locations: Sheikh Zayed Rd - Dubai Istanbul, Turkey Kuala Lumpur, Malaysia
- Duration / Course length: 5 Days
- Starting Date: Enquire About It
- Timings: Enquire
Course details
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 Updated on 16 May, 2024
Eligibility / Requirements
There are no eligibility requirements to attend this course.
Job roles this course is suitable for:
Sales Manager , Accounts Manager , Project Manager , General ManagerCourse Location
About Convertas
CONVERTAS is a reliable advisory firm, helping organizations develop their activities to align with their objectives adopting the best practices.
Our trainings and workshops cover all areas of business including Management,Soft Skills and Human Resourses Management, Marketing and Sales, Accounting and Finance, Procurement and Logistics, targeting organizations, managers and employees. Whether in-house or public, trainings are organized with the highest qualified trainers.
Our methodology relies more on the use of audio-visual impact which is more effective than the lecture style. Presentations, videos and simulations methods have proven to be very effective for people to remember.
Moreover, doing and teaching are the best vehicles for learning and remembering. This includes involving the trainee in the teaching process by interacting, through completing worksheets and inciting to explain and present what is acquired.
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