A 6 hour workshop designed to guarantee effective negotiations focused on business development, value creation and maximizing the probability that agreements reached by the parties will be carried out.
- CEO´s, directivos y mandos intermedios
- Agencias de comunicación
- Profesionales del marketing
- Emprendedores y profesionales por cuenta propia
Objectives
- Establish a structure for the negotiation process
- Offer tools to lead each phase of a negotiation
- Provide a methodology
- Practice and acquire the techniques and skills required by an effective negotiator
Programme
Professional Negotiation
- What is the profile of a good negotiator?
1. The Negotiator’s Toolbox
Influencing styles
- Maximise payback on energy use
Case study
- Case study analysis
- The bargaining continuum
- Before going in, know when to get out
2. Methodology
Effective negotiation
The key elements
- Prepare
- Focus on interests, not positions
- Generate options and alternatives
- Research, study, accumulate information about interests, limitations and perceptions
Focus on interests
- The raw material of negotiation
- The most powerful interests
Generate options and alternatives
- 4 major obstacles to generating options
- Get beyond the obstacles
- Case study
- Case study analysis
- To compete or generate value?
Action Plan
- Identify improvement opportunities
Close
The entire workshop involves full participation, utilising structured exercises, 2 case studies, discussions and recommendations for future negotiations.
*Este taller se realiza en formato In Company, diseñando el programa totalmente adaptado a las necesidades reales de la empresa o institución que nos lo solicite. Más información africag@lasallecampus.es
