Professional Negotiation Tools
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You need to have the right tools

Increase Revenue – Use Professional Negotiation Tools

Course Title: Professional Negotiation Tools.

Course Objective:  Presents a comprehensive set of negotiation tools that allow the negotiator to reach high quality agreements with their business partners under differing circumstances, such as when dealing with counterparts that are set on positional bargaining, or with those that are resistant to negotiate, to name some examples. The tools include the presentation of a variety of trading strategies and methodologies that help create an atmosphere of trust and cooperation, and lead to the desired results even when negotiations seem to stall, become conflictive, or go astray.

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.  Effective Disclosures
1.1.  Benefits
1.2.  Risks
1.3.  Not to be disclosed
2.  Effective Questioning
2.1.  Fact Finding
2.2.  Positional
2.3.  Interest Gathering
2.4.  Solution Seeking
2.5.  Confirmatory
3.  Alternative Seeking
3.1.  Logrolling
3.2.  Expanding the pie
3.3.  Cost cutting
4.  Temporary Agreements
4.1.  Bridging agreements
4.2.  Contingency Agreements
5.  Re-starting Negotiations
5.1.  Re-opener agreement
5.2.  Post settlement settlement
6.  Planning
6.1.  Benefits
6.2.  Tools
7.  Objective Procedures
7.1.  Positional Bargaining
7.2.  Agree on objective standard
7.3.  Deflect pressure
8.  Agency
8.1.  Benefits
8.2.  Drawbacks

Course Summary:  Presents a comprehensive set of negotiation tools that allow the negotiator to reach high quality agreements with their business partners under differing circumstances, such as when dealing with counterparts that are set on positional bargaining, or with those that are resistant to negotiate, to name some examples. The tools include the presentation of a variety of trading strategies and methodologies that help create an atmosphere of trust and cooperation, and lead to the desired results even when negotiations seem to stall, become conflictive, or go astray.  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.

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