Berlin
Negotiation is vital to producing value for your organization, your organization and yourself. Your success depends on your skills as an arbitrator, whether you are looking for resources for your task or group, picking a new hire's salary, or inking a high-stakes deal for your company.
Perception is reality - Mechanism and consequences
Active Listening - Beyond the obvious
Empathy - Why it is important and can also be dangerous.
Negotiation according to the Harvard school - Definition and criticisms of it
The one definition of negotiation to remember!
Concessions and compromises - Change the negative into positive, how?
Manipulation and influence - is there a difference? If so, why is it so important to know it?
Why is it necessary to know it?
Its four fundamental principles
Its five step process to negotiate effectively
BATNA - Definition and why is it so essential to have one?
Preparation for negotiation - The model - The roadmap
Limits of the Harvard approach - Balance of power and asymmetrical negotiation
The Cost of Negotiation - The Formula - How to recognize It and use it to your advantage
to Harvard recommendations
Those which come in addition.
Nineteen Techniques for Influencing
What are these techniques identified by a world-renowned expert in the field?
Know how to recognize them and use them to your advantage
The sessionĀ
At the start of the session, participants are asked to briefly present a negotiation situation they have witnessed or participated to, in the business or diplomatic fields, by answering the following questions:
What was the situation - Its stakes
The people involved
The encountered difficulties
The resolution
If successful, what was the cause? If unsuccessful why? What could have "made the difference"
The purpose of this introduction is to identify the knowledge and needs of the participants in order to address them during the session and facilitate the acquisition of teachings by linking them to the experience of the participants
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