CROSSFUNCTIONAL SKILLS

Advanced Negotiation and Influencing
Win-win Strategy

Objective

This programme builds on the participant's strengths, behaviour and techniques developed in the previous management and sales programmes. It increases their personal effectiveness to manage and control the full negotiation process through planning, conscious influence and effective negotiation technique to create win-win solutions.

Target group

Management and Sales Professionals who are involved in negotiations either 1-to-1, in groups or complex multi-group negotiations

Content

  • Defining the scope of the negotiation and your negotiation position
  • Understanding the behavioural preference of your negotiation partner and how to effectively connect and adapt to them, in order to improve the effectiveness of your negotiating style
  • Preparing for effective negotiations
  • Understanding the dimensions of negotiations, including power analysis and wish-lists
  • Negotiation tactics
  • Identifying and dealing with conflict to reach an optimum solution
  • Practising negotiations 1-to-1, in teams and three-way negotiations

Didactics

  • Practice-oriented intensive training
  • Exercises, role plays, to cover the above-mentioned content
  • Analysis and coaching on current practical situations
  • Transfer from theory into practice by setting objectives and participants' practice reports
  • Personal action plan and implementation
  • Development of best practice procedures
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