Effective negotiations - course RUB 12,990. from Specialist, training 16 ac. h., Date: May 14, 2023.
Miscellaneous / / December 02, 2023
Are you always aiming to achieve your goals during negotiations? Do you want to master all the tools necessary for this? Are you planning to become the most effective negotiator? This training course will help you achieve the results you want.
Successful negotiations mean new contacts, achieving goals, a successful career, business development, and building long-term mutually beneficial partnerships. Successful negotiations are always about prospects. You decide what they will be like. Many people believe that they are already successful negotiators. This misconception often leads to missed opportunities.
During the training course, you will learn how to correctly assess your opponent and find leverage. You will understand what types of negotiators and negotiations there are, and how to act based on this. The course will tell you how to succeed in negotiations, even if the other side has more resources.
You will learn to take into account the arguments of the other side and come to mutually beneficial solutions. It is important not to put pressure on the interlocutor, but to build business communication in order to interest in long-term cooperation. It is possible to win negotiations once, but it is much more valuable to achieve a long-term partnership, since this will allow us to enter into new contracts in the future and develop our business more successfully, achieve more significant goals.
During the course you will learn how to prepare for negotiations, what strategy to choose, how to behave during a meeting, taking into account changing circumstances. You will understand that the negotiation process is divided into several phases that you need to know in order to achieve the maximum positive effect.
The course is an optimal combination of the most effective working methods: mini-lectures, group work, individual exercises, business games, cases, analysis of participants’ situations.
Having successfully completed the training course, you will master modern negotiation techniques, learn how to turn your opponent’s objections to your advantage, and be able to manage emotions during negotiations. These skills will lead to increased effectiveness; you will control the entire cycle of the negotiation process!
The course is recommended for executives and managers of senior and middle management; everyone who wants to gain/improve their own negotiation skills (negotiating contracts), achieve excellent results even in conditions of severely limited resources and weak negotiation power positions.
You will learn:
- independently prepare and implement a negotiation strategy;
- demonstrate behavior appropriate to the negotiation phase;
- competently use professional, technical and psychological characteristics in negotiations;
- constantly improve negotiation skills;
- analyze your opponent’s behavior in various situations;
- convince and argue correctly;
- negotiate with a strategic and tactical awareness of how individual behavior contributes to success, or,
- on the contrary, it slows down the process;
- rationally and expediently use various negotiating techniques.
16
coursesA talented practical teacher, business coach, facilitator, psychologist and certified coach for top managers and middle managers.
. Member of the National Federation of Professional Mentors and Coaches. MBA degree holder. Elena Aleksandrovna has been specializing in training managers at various levels for 15 years, using her wealth of experience for effective teaching.
More than 20 years of management experience. She worked as a director of development and sales in large international corporations. Current owner of a management consulting company. Adapted a number of HR management tools and techniques from European and American management to the Russian scale of values. He is the author of scripts, trainings, seminars on operational and strategic management, conducts active work in the field of conflict management, staff motivation and coaching approach in management sales.
Under the guidance of this knowledgeable teacher, you will gain the knowledge, skills and practical experience needed to succeed and build a brilliant career. Elena Aleksandrovna knows how to easily and clearly explain the most complex educational material, using successful visual examples from real work practice. The teacher conducts classes, involving each student in the educational process, organizing discussions and business games. Thanks to Elena Alexandrovna’s teaching talent and high professional competence, you will receive up-to-date knowledge and learn to apply it in a working environment.
2
courseTeacher, consultant and mentor for managers and business owners; member of the board of directors of the National Federation of Professional Mentors and Coaches (head of the Committee for Work with Government Agencies); personal experience of top-level management since 2008...
Teacher, consultant and mentor for managers and business owners; member of the board of directors of the National Federation of Professional Mentors and Coaches (head of the Committee for Work with Government Agencies); personal experience of top-level management since 2008.
Practitioner manager, worked in the central office of the Federal Customs Service of Russia since 1996, in business since 2002 - worked her way up from international procurement manager to director of procurement and logistics of foreign trade activities of one of the largest furniture holdings in the country, owner of a portfolio of well-known brands, as well as the general director of one of the companies within holding. Expert in managing international procurement, inventories and logistics of foreign trade activities, assortment. Geography of cooperation: Europe, China, Turkey, India, Russia. Participated as a representative of the business community in consultations of the Ministry of Economic Development on accession to the WTO.
Area of professional interests in mentoring, consulting and training:
Has a higher economic education with a degree in Economics and Enterprise Management and a higher legal education. Being an excellent teacher, he never stops attending conferences and festivals, such as the coaching festival “PiR. Development Practices”, conference “Personality in Management Systems” at RANEPA, etc. In 2021 completed training in the international program: “Executive coaching: a multicultural view of executive coaching. Tools and Strategies." She was also a participant in the II annual conference “Mentoring in Business: Application” and the III annual conference “The World of Team Coaching: Cases in Business.” She took part in the project “Global trends in executive and business coaching in 2021-2023.” In 2022, she was awarded a letter of gratitude for participation in the V International Conference “Career consulting and coaching”, took part in the III scientific and practical conference “Personality in systems management".
Irina Valerievna immediately creates a positive atmosphere of cooperation in her classes. She has an accessible and engaging manner of presenting material, sharing with listeners really working and useful tools, personally tested over years of practice. She is open to dialogue, knows how to listen and hear, and readily and thoroughly answers questions from the audience.
Module 1. Negotiation positions and strategies (4 ac. h.)
- Negotiating positions
- Historically established patterns of behavior in negotiations
- Factors that determine behavior patterns
- Situation analysis, positivity matrix
- Workshop on determining the negotiating position
- Negotiation Strategies
- Existing negotiation strategies
- Combination of negotiating positions and strategies
- Workshop on determining the optimal negotiation strategy
- Implementation of negotiation strategies
- Designation of your position: rules, error analysis
- Clarifying the position of the negotiating partner, the techniques used and the subtleties of this stage
- The shortest way to achieve a goal in negotiations
- Cycle of Persuasion
- Traps of the human brain in negotiations
Module 2. Basic negotiation techniques (4 ac. h.)
- Questioning techniques
- Questions and negotiating positions
- Forecasting the answer, clarifying the situation to the limit
- Balance of issues
- Feedback technique
- Persuasive Message Techniques
- Open communication
- Content content
- Motivating influence
- Techniques for working with resistance
- Working with resistance. Principles.
- Working with resistance. Paraphrase technique
- Business arrangement technique in business negotiations
- Me as a negotiator: pros and cons.
- Competency profile of an effective negotiator.
- Self-diagnosis: my strengths and weaknesses as a negotiator.
Module 3. Author's negotiation techniques (4 ac. h.)
- Talk Wave Technique
- Negotiation equipment "Climber"
- Intercom equipment "Invisible"
- Negotiation techniques “Unexpected question”, “Magic paradox”
- Negotiation techniques “Empathic strike” and “Empathic strike - 2, or reverse strike”
- Negotiation technique “Fill in the blanks”
- Negotiation technique “The road to the word “no”
- Using martial arts tactics in negotiations
- Negotiations as a duel
- Basic tactical actions: Attack, Defense, Preparation, Maneuvering, Deception movements
- Techniques of psychophysical preparation for negotiations and relieving post-negotiation tension
Module 4. Situational negotiation behavior (4 ac. h.)
- Negotiation skills for management work
- Positive vision
- Negotiations in situations with ambiguous control results
- Analysis of typical managerial negotiation situations (cases)
- Managerial positions in negotiations with employees
- Regulations for manager-representative communications in remote management conditions
- Negotiation skills in sales practice
- Instrumental support for negotiations
- Negotiation practices for effective behavior within an organization
- Negotiations between manager and subordinate
- Language of negotiations
- Negotiations at a meeting
- Features of presentation techniques
- Dealing with presentation stress