Mastering the negotiation process
We break down the negotiation process so that we can gain control of the negotiation. This involves acquiring and using information. How do you find out more than the other party is willing to reveal? How should you respond to proposals?To ensure the negotiation process runs smoothly, verbal and non-verbal communication during negotiations is also examined.
The success factors
We learn to understand and dissect interests: the success factors for a good negotiation result. How to understand the other party? Should you speak or remain silent? What information do you disclose, and what do you withhold? How do you obtain information from and about the opponent? How do you change an opponent’s mind?You will learn essential points such as the empathic approach, the fallback position, the distribution criteria, the relationship with the co-negotiators, and the pitfalls to avoid when drawing up the agreement.Leading group negotiations:
We examine the role of each player in a multilateral negotiation. We will discuss the composition of the negotiators in a group and the techniques for leading a group negotiation.