Zakres tematyczny szkolenia
NEGOTIATIONS - the practitioners’ game(kliknij temat szkolenia)Programme:
Module 1.Preparation to negotiation process – acquiring advantage before the talks Begin
- Basic tools for situation analysis
- Recognising procedural, factual and psychological needs of the interlocutor
- Argument building and concession basics – dynamic negotiation strength
- Basics of negotiation procedure planning
Module 2.Putting theory into practice – perspectives on understanding conflict situation
- Conflict typology
- Constructive and destructive conflicts
- Barriers to satisfying agreement
Module 3.At the negotiations table – negotiation strategies
- Competing approach – causes and consequences of positional negotiations
- Achieving consensus – pros and cons of integrative negotiations
- Positions and interests – integrative negotiator’s perspective and methods
- Negotiation strategies – auto diagnosis and discussion about possible reactions to others’ behaviour
Module 4.Communication in the negotiation process – chosen negotiation skills
- Active listening methods as a key to consensus and successful agreement
- Communicating one’s own needs and reactions to criticism
- Influence techniques and defense against manipulation in negotiations
- Successful communication building – further training of chosen negotiation behaviours
