Successful Negotiating
…Negotiating Following the Exchange Principle: If …,Then
For all those who have to represent company interests, this training offers experience-oriented insights into the special dynamics of conflict in negotiating situations. It also conveys ways of successful conflict resolution. The participants recognize their personal behavioral patterns when under pressure. Also, they practice choices of acting in order to avoid power struggle and lead negotiations in a goal-oriented way towards a positive outcome for all involved.
OBJECTIVES
The participants will learn
- how to bring about a constructive attitude in negotiating situations
- how to personally react in pressure- and conflict situations
- which approaches to solutions there are for conflicts
- how to assert interests
- how to make negotiations successful for everyone involved
PARTICIPANTS
Employees who want to improve their negotiating skills and lead conversations
with external customers more efficiently
OBJECTIVES
- Personal attitude (attitude of appreciation)
- Loyalty conflicts and conflict dynamics in negotiating
- Preparations for negotiating
- Stages of negotiating
- Goals, strategies, tactics, argumentation in negotiating
- Dealing with unfair negotiating tactics
- Put interests in the centre
- Looking for possibilities of mutual benefits
METHODS
Short lectures, exercises individually and in small groups, panel discussions,
Role play, Video analysis
DURATION
2-3 days