Negotiation techniques

OBJECTIVES OF THE SEMINAR
  • To learn useful techniques and attitudes to adopt in order to negotiate successfully
  • To provide participants with a structure and concrete methods to put in practice immediately, in order to carry out negotiations and bring them to a successful conclusion
  • To help participants get prepared and to put a real strategic approach in place
  • To help them discover the true motivation of the negotiating partner and anticipate their reactions
  • To make them aware of the “game” of negotiation
  • To guide them towards an adequate reaction under all circumstances
  • To make them sensitive to avoid making the classic mistakes while negotiating
PROGRAM OF THE SEMINAR
  • Basic phases and classic negotiation “rituals”
  • How to react to psychological “warfare” during negotiation
  • Ground rules for negotiation; pitfalls to avoid
  • Practical exercises
  • How to prepare the negotiation
    • Analyse everyone’s strengths and weaknesses
    • Work out a strategy
    • Possible angles of attack
    • Determine your positions for attack and reply, and withdrawal
  • Attitudes and behaviour to develop during negotiation
    • Create the adequate environment
    • Assertiveness
    • Empathy
    • The “win-win” concept
    • Verbal and non-verbal behaviour
    • Videotaped roll-play
  • Analysis of the negotiator’s motivation
    • Characteristics, motivations and decision criteria of the different profiles of negotiators
    • Techniques to analyse the partner
      • The art of asking the right questions
      • Active listening
      • Feed-back
      • Observation
    • Videotaped roll-play
  • Persuasion and argumentation
    • Rational and emotional reactions
    • Convincing arguments
    • Adapt one’s approach and argumentation to the profile of the negotiator
    • Transform characteristics into advantages
    • Priorities in the presentation of the arguments
    • Techniques to involve the negotiator in the argumentation
    • Videotaped roll-play
  • Responding efficiently to objections
    • Different types of objections
    • How to respond to these objections
    • Pitfalls to avoid
    • Practical exercises
  • Giving concessions and obtaining concessions
  • Searching for creative alternatives
  • Closing techniques
    • When to close
    • How to close
    • Long term agreements
  • Summary and  conclusions