Negotiation Practitioner Training
Level
BeginnerDuration
16h / 2 daysDate
Individually arrangedPrice
Individually arrangedNegotiation Practitioner Training
The Negotiation Practitioner training will enrich your knowledge of conducting effective negotiations. You’ll be able to use what you learn not only in professional life but also in personal life. You’ll learn how to profile clients, distinguish types of negotiations, define positions, interests, and the needs of negotiation partners. You’ll become familiar with principles of effective negotiation and basic concepts (BATNA, ZOPA, etc.). You’ll learn how to open negotiations, how to conduct them (even over longer periods), and how to close them successfully. You’ll discover negotiation tactics and how to defend yourself against them. You’ll understand why preparation is so important. You’ll get to know tools used by professional negotiators.
Participants who want to improve their ability to negotiate effectively-
Professionals who interact with clients (business or private) and want to strengthen negotiation outcomes
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Anyone wishing to handle negotiations confidently, defend against manipulative techniques, and close agreements successfully
What You Will Learn
- How to distinguish different types of negotiations
- Which techniques and tactics to use when opening negotiations
- Which techniques and tactics to use during the negotiation process
- Which techniques and tactics to use when closing negotiations
- How to use negotiation techniques with both individual and business clients
- What arguments work with different personality profiles
- Preferred conflict-resolution models
- Which negotiation approach to use depending on the importance of the issue
- Steps to follow to reach a valuable agreement
- Tools used in professional negotiations
- How to defend yourself against negotiation tactics
- What are the principles of the negotiation process
- What is BATNA and how to use it
- What is the difference between a win-win approach and the Karrass method
- What are the sources of power in negotiations
- What is ZOPA
What Skills You Will Acquire
- Applying client profiling in negotiation situations
- Preparing effectively for negotiation to increase chances of success
- Defending against negotiation tactics and tricks
- Closing negotiations successfully
- Using learned tactics and techniques in work contexts
- Distinguishing types of negotiations
- Using effective openings in negotiations
- Conducting negotiations using proven negotiation techniques and tactics
Competencies Participants Will Deepen
- Client profiling
- Negotiation skills
- Sales psychology
Training Program
- Individual and group exercises related to negotiations
- Client profiling
- Personal preferences in conflict resolution
- Learning principles of effective negotiations
- Negotiation tools
- Learning basic negotiation concepts (BATNA, ZOPA)
- Types of negotiation
- Negotiation tactics and techniques, and techniques to defend against them
- Negotiation games
- Implementation Action Plan
