In managerial practice we encounter two ways of negotiating. Positional bargaining and win-win negotiation. In positional bargaining one part wins and the other loses. While the positional bargaining tools and tactics enable the negotiator to improve his or her position in a particular transaction, they don´t take into account rapport building with the counterpart and fail to ensure long-term, mutually favorable cooperation.
This condition is met by the win-win negotiation approach. In these type of negotiations the negotiating parties not only claim value, but they also create it. For successful practical application it is necessary to transform both approaches and the respective tactics into practical skills. Our training is the answer to this challenge. It includes training of both positional and win-win negotiation.
Managers, who are good negotiators, achieve their goals more often.
Training methods:
Training is practically oriented and highly interactive. It is based on practical assignments and concrete case studies. Role plays, simulation of real negotiation situations and modeling of optimum negotiation proceeding are an important part of the training. Video feedback is used for those purposes. Experience, gained through those activities shall enable a fast reaction in real life situation and a quick choice of adequate strategy and tactics. Negotiation games are also a part of the training.
A high-quality training film will be shown during the lesson.
Training Topics:
- When to negotiate
- Sources of negotiation power
- BATNA – Best Alternative to Negotiated Agreement
- Negotiation as a process
- Positional bargaining
- ZOPA – Zone of possible agreement
- How to move within ZOPA
- Effective persuasion techniques and effective argumentation tools
- Positional bargaining tactics and effective countermeasures
- Principled negotiation strategy – Win-Win negotiation (Harvard Law School approach)
- Claiming and creating value in the negotiating process
- 4 elements of Harvard Law School negotiation strategy
- Utilizing the 4 elements in the individual phases of the negotiation process
- How to manage team negotiations
- Team negotiations tactics
In managerial practice we encounter two ways of negotiating. Positional bargaining and win-win negotiation. In positional bargaining one part wins and the other loses. While the positional bargaining tools and tactics enable the negotiator to improve his or her position in a particular transaction, they don´t take into account rapport building with the counterpart and fail to ensure long-term, mutually favorable cooperation.
This condition is met by the win-win negotiation approach. In these type of negotiations the negotiating parties not only claim value, but they also create it. For successful practical application it is necessary to transform both approaches and the respective tactics into practical skills. Our training is the answer to this challenge. It includes training of both positional and win-win negotiation.
Managers, who are good negotiators, achieve their goals more often.
Training methods:
Training is practically oriented and highly interactive. It is based on practical assignments and concrete case studies. Role plays, simulation of real negotiation situations and modeling of optimum negotiation proceeding are an important part of the training. Video feedback is used for those purposes. Experience, gained through those activities shall enable a fast reaction in real life situation and a quick choice of adequate strategy and tactics. Negotiation games are also a part of the training.
A high-quality training film will be shown during the lesson.
Training Topics:
- When to negotiate
- Sources of negotiation power
- BATNA – Best Alternative to Negotiated Agreement
- Negotiation as a process
- Positional bargaining
- ZOPA – Zone of possible agreement
- How to move within ZOPA
- Effective persuasion techniques and effective argumentation tools
- Positional bargaining tactics and effective countermeasures
- Principled negotiation strategy – Win-Win negotiation (Harvard Law School approach)
- Claiming and creating value in the negotiating process
- 4 elements of Harvard Law School negotiation strategy
- Utilizing the 4 elements in the individual phases of the negotiation process
- How to manage team negotiations
- Team negotiations tactics