NEGOTIATION [aioseo_breadcrumbs]
  • | IN PRESENCE AND ONLINE
  • BASIC SKILLS
  • 4 MODULES

STRATEGIES AND TECHNIQUES FOR EFFECTIVE NEGOTIATION

OBJECTIVES

Managing negotiation situations successfully means:

  • Be aware of one's personal negotiating style
  • Understand the psychological and relational components that impact on the management of the negotiation process
  • Identify the best ways to resolve conflicts in order to obtain the consensus of the interlocutor

Through specific activities and exercises, the course enables participants to understand all those elements that are decisive for closing a negotiation and/or reaching an agreement beneficial to the parties. 

PROGRAM

Module 1

  • What characterises negotiation
  • The contents of the negotiation process
  • Negotiation strategies and tactics

Module 2

  • Conceptions of power
  • Conflict and collaboration
  • The construction of the agreement

Module 3

  • Successful behaviours
  • Listening to 'how' and 'what'
  • Understanding the interlocutor's world map

Module 4

  • How to collect information
  • How to build and maintain the relationship
  • "Generative negotiation"

PEDAGOGY

The course is highly practical. The teaching method involves continuous alternation of theoretical and practical moments with role-plays, simulations, exercises.

RECIPIENTS

The seminar is aimed at all those who, regardless of their role, use negotiation as a necessary working tool to achieve results.

 

TRAINING MATERIALS

Video lectures and classroom materials.

 

CONSULTANCY, TRAINING, HR DIGITALIZATION AND CORPORATE SOLUTIONS, DISCOVER THE ALVERIA METHOD. GET READY FOR CHANGE.