The seminar can be held online on the official International Business Academy platform. On completion of the training you will be given a link to the recording, which will be available for one month.
*dates are subject to additional confirmation
excluding VAT
* VAT of 16% will be added to the invoice
Training goal: increasing the effectiveness of interaction with business partners, developing the skills of conducting productive negotiations.
Training objectives:
Use negotiations to build effective cooperative relationships with colleagues, management, partners and clients
Prepare competently for negotiations, gather and analyse the information needed to fully understand the situation, the opponent's interests and position, their strengths and weaknesses.
Choose the right negotiation strategy depending on the situation, the available leverage and the strategic objectives
Understand the other person's emotional state, recognise favourable and unfavourable signs in the opponent's behaviour during negotiations.
Be able to listen actively, ask questions effectively, summarise the information received.
Present one's position convincingly, argue one's ideas clearly.
See the problem from different points of view, propose different solutions, give reasonable arguments to persuade the other person and overcome objections.
Successfully cope with problem situations arising in business communication and negotiations.
Sum up and consolidate the results of negotiations, formulate the outcome, define the next steps.
Participants: heads of departments, employees involved in negotiations, sales managers.
Formats: information blocks, exercises, role plays, group discussions, debriefing of games and feedback, analysis of video clips.
Interacting with one's environment. Negotiation as a style of productive communication
Communicative competence, the negotiator's core skills
Negotiation styles. Analysing one's own style
Key concepts of the negotiation process. Interests and positions in negotiations
Criteria of successful negotiations. Causes of conflicts in negotiations
Strategy and tactics of the negotiation process
Negotiation strategies. Pros and cons of different strategies
Managing the initiative in negotiations. Levers of influence
Rational and emotional influence in negotiations
Stages and logic of the negotiation process
The technological chain of negotiation
Preparing for negotiations. Setting negotiation goals: maximum, minimum, optimum
Identifying the negotiators on one's own and the opposite side. Formulating one's position and key message. Determining the best alternative (BATNA)
Preliminary information gathering
Defining the agenda and scenario of the negotiations
Defining the starting strategy and negotiation style
A flexible approach to changing strategy during the contact
Conducting negotiations
Establishing contact
Creating a positive personal image and techniques for quickly establishing rapport
Using the different «languages» of communication — verbal, non-verbal and paraverbal — to understand other people and to make a favourable impression
Using «small talk» techniques
Diagnosing the situation
Express diagnosis of the situation at the start of the contact and «on the go»
The role of productive questions in business communication
The ability to gather information effectively
Questions as a means of managing the situation, as a way of expressing disagreement or interest
Active listening techniques
Diagnosing the opponent's hidden needs
Elements of the SPIN technique
Presenting one's position. Persuasion tools
Handling objections
Objection-handling strategy, techniques and methods of response
Manipulation during negotiations
Types of manipulation and countering them
Reaching agreement and making decisions
The feedback system: how to criticise without spoiling the relationship
«Closing the deal» techniques in negotiations
Deciding on the next steps
