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.
© Negotiating to the Handshake, Vlerick Business School
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 be familiar with essential points such as the empathic attitude, the fallback option, the distribution criteria, the relationship with the fellow negotiators, and the pitfalls to avoid when drawing up the agreement.