Optimize Team Negotiations
skydive training

Negotiate as a team

Increase Revenue – Optimize Team Negotiations

Course Title: Optimize Team Negotiations

Course Objective: Most of the high level negotiations between companies are carried out in a team environment.  The objective of this course is to identify the critical components that make up each negotiating team, placing special emphasis on those aspects which have the greatest affect the teams productivity in achieving the desired negotiation results, and to present how to optimize the team´s dynamic and functionality in a negotiation setting.   The course goes into detail on how to increase the level of motivation and effort of the individual team members, as well as how to avoid many of the difficulties that emerge in a team-negotiating environment.

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.  Introduction
2.  Myths about teams
3.  Team Productivity
3.1.  Team Leader
3.2.  Team Manager
3.3.  Process Losses
3.4.  Synergy
4.  Motivation and Effort
4.1.  Individual performance vs. team involvement
4.2.  Social loafing
4.3.  Sucker effect
4.4.  Diffusion of responsibility
4.5.  Reduced sense of self-efficacy
4.6.  Dominance response
4.7.  Coordination losses
5.  Team Dynamics
5.1.  Common vs. unique information
5.2.  Consensus effect
5.3.  In-group bias
5.4.  Out-group homogeneity
5.5.  Ego-centricness of a team
5.6.  Trans active memory
6.  Optimize Team Negotiations
6.1.  Team size
6.2.  Training and practice
6.3.  Use team members strategically
6.4.  Minimize process losses
6.5.  Minimize communication links

Course Objective: Most of the high level negotiations between companies are carried out in a team environment.  The objective of this course is to identify the critical components that make up each negotiating team, placing special emphasis on those aspects which have the greatest affect the teams productivity in achieving the desired negotiation results, and to present how to optimize the team´s dynamic and functionality in a negotiation setting.   The course goes into detail on how to increase the level of motivation and effort of the individual team members, as well as how to avoid many of the difficulties that emerge in a team-negotiating environment. 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 simulated 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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