Win-Win Negotiation Skills Workshop
Develop key skills for effective, win-win negotiations
Continguts del curs
Objectius
Negotiation is a priority need in our days: we negotiate with our customers, suppliers, managers, peers… Win-Win negotiations are focused on building trust, creating long-term relationships, working in a collaborative atmosphere and building agreements that benefit everybody.
Programa
1. Sell-awareness can improve our negotiation results
– My attitude facing a negotiation
– DISC: Increase your self-knowledge
– Emotional intelligence in negotiation
– Exercise: DISC test online
2. Main 5 skills in negotiation
– Empathetic listening
– Paraphrasing
– Asking valued questions
– Assertiveness
– Creative proactivity
– Exercise: Team discussion to practice the 5 skills
– Action plan for next session
3. Win-win negotiation strategies
– Power in negotiation comes from preparation
– The negotiation triangle: Information, time and power
– The 5 negotiation stages: Prepare, exchange, bargain, conclude and execute
– The 5 primary variables: Price, volume, contract period, service and delivery, payment terms
– Defining limits of negotiation: Selling and negotiating
– Being aware of possible concessions
– Exercise: 2 negotiation case stories
– Action plan for next session
4. Communication to build trust relationships
– Rational vs Emotional communication
– The 3 V’s: Verbal, visual and vocal communication
– What is your negotiation style? Thomas Kilmann test
– Exercise: Complete individually the Thomas Kilmann test
5. Developing the business opportunity
– Collaborative vs Competitive negotiation
– Interests vs Positions
– BATNA: Best Alternative to a Negotiated Agreement
– Final action plan
Destinataris
This program is aimed at professionals who need to negotiate in English. It is designed for those who interact with international clients, suppliers, managers, or colleagues and want to strengthen their negotiation techniques.
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