Strategic Negotiation Styles
skydive training

Your style will affect the outcome

Increase Revenue – Apply the Correct Negotiation Style

Course Title: Strategic Negotiation Styles

Course Objective:  To provide the student with the necessary skills to rescue negotiations that seem to be headed in the wrong direction, or in no direction at all.  The course also analyzes the roles of perceptions, emotions and varying communications methods to better understand your opponent and to re-direct the negotiation towards a positive outcome.  The course also offers various alternatives, including the one text method or the participation of a neutral third party, to unblock negotiations where the two sides are unable to conduct a constructive 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 hrs

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.

Course Content:

1.  Resistant opponent
1.1.  First approach
1.2.  Second approach
1.3.  Third approach
2.  Negotiations Ebb and Flow
2.1.  Stone blocked negotiation
2.2.  Positional attacks
2.3.  Underlying interests
2.4.  Channel criticism
2.5.  Questioning
2.6.  Use of silence
3.  One-text procedure
4.  Separate the people from the problem
4.1.  Cognitive biases
4.2.  Partisan perceptions
4.3.  Blind spots
4.4.  Leaps of Logic
4.5.  Deal with the people problem
5.  Perceptions
5.1.  Put Yourself in their shoes
5.2.  Deducing their intention from your fears
5.3.  Discuss each others perceptions
5.4.  Act inconsistently with their perceptions
5.5.  Ownership of ideas
5.6.  Face Saving
6.  Emotions
6.1.  Core set of interests
6.2.  Role of identity
6.3.  Make emotions explicit
6.4.  Blowing-off steam
6.5.  Emotional Outbursts
6.6.  Symbolic Gestures
7.  Communication
7.1.  Typical problems
7.2.  Active listening
7.3.  Speak to be understood
7.4.  Speaking
7.5.  Facing the problem not the people

Course Summary: To provide the student with the necessary skills to rescue negotiations that seem to be headed in the wrong direction, or in no direction at all.  The course also analyzes the roles of perceptions, emotions and varying communications methods to better understand your opponent and to re-direct the negotiation towards a positive outcome.  The course also offers various alternatives, including the one text method or the participation of a neutral third party, to unblock negotiations where the two sides are unable to conduct a constructive negotiation.  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.

Click here to return to the course directory.