Increase Revenue – Know How to Create and Claim
Course Title: Creating and Claiming
Course Objective: To provide a detailed analysis of the fundamental negotiation processes, and how to manage the dynamics of the negotiation to encourage value creation, and to effectively claim the value created. The course also highlights the barriers to effective communication that how to overcome these in order to conduct a successful negotiation.
Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.
Minimum Requirements: Fluency in written and spoken English, previous experience in business negotiations.
Course Duration: 4 hours
Cost: 950,00 Euros
Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.
1. The Negotiations Process
2. Claim gains
3. Counter Offers and Concessions
4. Signaling Commitment
5. Missed Opportunities
6. Leveraging Relationships
7. Fair Distributions
8. Creating Gains
9. Invent Options for mutual gain
9.1. Causes why creative solutions are not invented
10. Types of Issues
11. Relationship Development
11.1. Exploring Trust
12. Barriers to Effective Negotiations
Resumen del curso: This is the second of three courses that introduce the founding pillars of negotiations methodology followed by expert negotiators internationally. The course shows the participant how to look at a negotiation from their counterparts point of view, which results in creating a greater level of understanding, increased creativity, collaboration and trust between the two parties. The course breaks down the typical negotiations dynamics encountered, and details how this dynamic can be influenced to create added value, and how to best claim this value. Other factors that present barriers to obtaining satisfactory results are also explored. The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The basic principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a mock negotiation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting , establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills.