Cíle kurzu
- You'll participate in 4 advanced negotiation simulations and you'll receive feedback from your colleagues and an acknowledged negotiation expert. - You'll boost your skill to think about negotiation strategically. - You'll understand even the most difficult complexities of real negotiations and you'll realize that more than half of the negotiation success is achieved beyond the negotiation table. - As a result of the training, you'll achieve more successful outcomes in negotiating complex deals.Obsah kurzu
Part I: Introduction to 3D Negotiations" 3D approach: created in Harvard, tested in the world. Why is it beneficial? " 3D negotiation as a result of most up-to-date research and best practices. " When the standard "one-dimension" approach doesn't work. " Naive party map. Adding potential higher-value player." Party map and their potential positions. Sequential approach to building a winning coalition. " Common mistakes made by even most seasoned negotiators and how to avoid them. " 3D audit of barriers. " Negotiation simulation illustrating points from Part I. Analysis, feedback. " Transfer to practice, anchoring. Discussion, arguments.Part II: Negotiation Setup" Getting all the parties right and setting the negotiation process. " All party map with the internal champion as the higher-value player. " All party map with influential spouse included. " Setting all the interests including hidden ones. " Negative impact of price on rich set of interests. Four master techniques for digging into interests.Předpoklady
As the training focuses on the most advanced negotiation skills, the participants should have previous training in negotiation (Negotiation Training with a Professional Negotiator and Strategic Negotiation Training are recommended) as well as practical experience with real negotiations.
