Preparation is the most important factor in negotiations success and lets a negotiator enter the negotiations with confidence.
That’s why is so important, and that’s why professional negotiators spend so much time on it.
But even in a case you do not intend to negotiate big deals you need to prepare and what is the most important you need to understand your and the opposite site negotiating : values, power, limits…, and you are not able to do it without preparation phase
Therefore even if there is no much time for the really professional preparation you need to know the process and know, which element are most important to you for a specific case.
This part of the training is the first part of Bible of negotiation basics.
On this part of the course we will cover the first set of main topics:
• What negotiations are? – 5 schools of negotiations
• What is causing problems?
• Ways of resolving conflict
• Costs of negotiations
• Bargaining arena
• How to settle limits?
• Difference between wish, intend and must
• Introduction to calculation of values
• BATNA, WATNA, MLATNA – how to build BATNA and use it in practice?
The course consists of 6 parts, including: 8 video and 11 downloadable documents: 6 texts from recordings, 4 presentations, one article and one table summarizing techniques for “Preparation phase part 1”.
THE WHOLE PLANNED TRAININGS SCOPE:
1. BASIC COURSE
1.1 PREPARATION PHASE PART 1 – AVAILABLE – THIS TRAINING
1.2 PREPARATION PHASE PART 2 – PLANNED FOR JANUARY 2019
1.3 ARGUE PHASE
1.4 GVINING AND READING SIGNALS
1.6 PACKAGE & REPACKAGE
1.8 AGREE & EXECUTE
1.9 MAIN TECHNIQUES
CERTIFICATION FOR NEGOTIATOR
2. VALUE ADDED TECHNIQUES
2.1 VALUE ADDED TECHNIQUES PART 1
2.2 VALUE ADDED TECHNIQUES PART 2
2.3 VALUE ADDED TECHNIQUES PART 3
CERTIFICATION FOR PROFFESIONAL ADVANED NEGOTIATOR
3. SPECIAL TECHNIQUES
3.1 DIRTY TRICKS
3.2 RELATING TO NATION NEGOTIATIONS
3.3 WHEN YOU CAN LOSE EVERYTING
3.4 NEGOTIATIONS BASED ON SANCTIONS
CERTIFICATION FOR NEGOTIATOR EXPERT
4. SPEFIFIC TOPICS AND TIPS FOR PROFESSIONALS
4.2 FIGHT ABOUT SAVINGS
4.3 SALARY NEGOTIATIONS
4.4 FRAME AGREEMENTS SPECIFICS
4.x – TO BE CONTINUED
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