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.
NEGOTIATION
[aioseo_breadcrumbs]
- | IN PRESENZA E 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
- Comprendere quali siano le componenti psicologiche e relazionali che impattano sulla gestione del processo
- 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
- Le strategie e le tattiche
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.