Module 1.
Negotiation Process:
- Negotiation phases: preparation, presentation, negotiation, closing.
- The role of time in negotiations.
- Using SWOT analysis to assess your own and your partner's positions in negotiations.
- Strategy planning based on the analysis results.
Module 2.
Psychology of Negotiation:
- Understanding motivation and emotions in the negotiation process.
- Effectively dealing with pressure and conflict.
- Defense against manipulation
Module 3
Negotiation process:
- Building effective verbal and non-verbal communication.
- Ability to listen and ask effective questions.
- Coordination of team activities during the negotiation process.
- Identification of conflicts during negotiations.
- Effective resolution of disputes and maintaining a positive climate.
Module 4
Advanced negotiation strategies
- Rules for establishing conditions beneficial to both parties. Batna, Watna, Zopa
- The ability to argue based on value.
- Analysis and negotiation of complex commercial contracts.
- Effective risk management during negotiations.
Module 5
Effective negotiator
- Features of an effective negotiator
- Feedback and assessment of individual skills.
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