In day-to-day work activities, it is almost inevitable that conflicting opinions will arise in the interactions that take place between coworkers, between employees and customers or between employees and management. This course explores negotiation principles and techniques that allow you to negotiate a path to agreement between parties.
Goals
- Learning context-based negotiation management
- Developing a productive negotiating attitude Increasing relational influence
Contents
- Phases and styles of the negotiation process
- Negotiation and conflict in compariso
- Management of dissent, criticism, resistance
Methods
Targeted exercises and role playing, aimed at highlighting key elements of a negotiation process Exercises on communication and emotion management Exercises aimed at selecting the best negotiation techniques based on the counterpart, the context and the negotiation goals