Plan du cours
- What is my personal negotiating style?
- understanding your individual style and its impact in negotiations
- Competitive or cooperative?
- knowing the right approach to adopt
- The need for creativity and flexibility
- seeking alternatives and solving problems
- Expectation management
- how to manage the pre-negotiation and opening stages
- Non-verbal communication
- using body language to reinforce what we say
- The importance of preparation
- what you need to do before the negotiation commences
- Shifting the balance of power
- identifying the strengths and weaknesses of both parties
- Goals and objectives
- what does good look like and what is unacceptable?
- Looking beyond demands to interests and concerns
- find out what lies behind demands and what really matters to the other party
- Identifying variables
- what can we conceed at the lowest cost to us and what do we want to get in return?
- Making and justifying proposals
- positioning and demonstrating value in their terms
- How to respond to proposals
- explaining why it's unacceptable and making counter proposals
- Use of questions
- using conditional questions to test solutions without making firm commitments
- The bargaining process
- trading concessions to achieve win/win outcomes
- Dealing with deadlock
- tools to help you navigate around impasses
- Responding to price challenges
- how to defend your position
- Securing the deal
- summarising and closing to avoid costly misunderstandings
Pré requis
Due to the high number of exercises in this course, it requires a minimum of four delegates and two trainers.
Nos Clients témoignent (5)
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Justyna - e-file
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C'était une expérience utile à la fois du point de vue professionnel et du point de vue personal. Le formateur était très compétent et nous a donné des informations importantes à utiliser sur le lieu de travail, mais aussi dans la vie privée. J'ai pu réfléchir à mes propres traits de caractère et à ceux des personnes qui m'entourent et, grâce à eux, m'améliorer. Les exercices de gestion du stress étaient simples et utiles à appliquer.
Sara Sertori - ASSTRA Forwarding AG
Formation - Stress Management and Prevention
Traduction automatique
J'aimerais remercier le formateur Abhi pour cette formation fructueuse. J'apprécie qu'il ait essayé de connaître tous les participants afin de mieux adapter la formation à nos besoins. J'ai apprécié l'équilibre entre la théorie et les activités qui nous ont permis de rester engagés. Le contenu était direct et concis.
Rainey Clarecia - Talentvis
Formation - Communicating and Influencing - For Managers and Team Leaders
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Due to the activities from each content, I understood their main ideas/ concepts very well within a short time. I would like to say that the activity reflects on not only our current situation but also how to advance the skill & knowledge effectively and efficiently.
Ei Ei - Ooredoo Myanmar
Formation - Leadership 101
discuter de sujets avec des exemples concrets concernant notre entreprise
Agnieszka - Ejmedical sp. z o. o.
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