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