Efficient and Intelligent Negotiations

To provide participants with methods, concepts and tools to develop the necessary strategic communication skills so they can intelligently influence negotiation processes and results.

KEY BENEFITS FOR THE EXECUTIVE

• Foster self-knowledge of one’s negotiation skills so as to strengthen weaknesses and develop an awareness of strengths.
• Hone your negotiating skills and develop an understanding of the importance of emotional and cognitive intelligence in a negotiation context.
• Influence negotiations, as an individual or a team.
• Understand the dynamics of negotiation as a sequential process: from preparation to the follow-up process, management will affect the results.

• Ensure that negotiations result in a competitive advantage and contribute to organisational success.
• Improve relationships with providers, customers and collaborators.
• Develop agreements over the long term.
• Manage conflicts between internal units to improve their processes and increase their profitability.
   

The programme is aimed at executives from any area of responsibility and from companies and organizations from any sector, entrepreneurs and people whose professional role requires them to negotiate in a range of contexts. In addition to these individuals it is intended for companies that want to strengthen their managers’ and professionals’ negotiating skills in order to resolve differences both internally and externally and also achieve better agreements to favour better relationships with clients and providers.
 

2nd July, 2012

• Negotiation. What is it and what it not?
• Are there universal skills for the professional negotiator?
• Can all situations be negotiated? Requirements for deciding to negotiate a situation.
• What does power depend on in a negotiation? The Best Possible Outcome.
• What is the context and principles of negotiation? The attitude and strategy of the professional negotiator.
• Are all negotiations equal? Types of negotiation and strategies to focus on for reaching resolutions.
• Negotiator styles. Which is the best style?

3rd July, 2012

• The phases of the negotiation process. What are the key elements to constructively influence the negotiation process?
• How to make concessions? Strategies to have in mind according to the type of negotiation.
• Most frequent errors committed in negotiations.
• Conflict in negotiations. How to manage difficult situations? How to get out of deadlocks?
• Most common trick tactics used in negotiations. How to identify them and neutralise them?
• How to generate future relationships?
• Negotiator skills versus mediator skills. Similarities and differences.
   

 The programme is eminently practical and involves a high level of participation based on an inductive methodology: “learning by doing”. On the basis of the participants’ experience, self diagnosis questionnaires, role-playing and group discussion, the course’s key ideas will be acquired and conceptual analyses will be developed.

To facilitate self-knowledge of participants’ negotiating ability resources and dynamics that strengthen this ability will be provided, which will offer focuses applicable to the dynamics of their daily professional negotiations.

Finally, professional negotiators will also be participating, who will share their vision of an intelligent negotiation process.

Dates	Price	Location
July 2 and 3, 2012	1.850 €	Barcelona

Program Director Barcelona

see CV

Barcelona