Advanced Negotiation II
Strategy and Tactics
In Person Program
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Maximum of 12 participants
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Duration of one or two days depending on needs
Objectives
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Understand negotiation from a strategic and tactical perspective.
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Master the negotiation phases and avoid irreversible deadlocks.
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Manage agenda and time strategically.
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Understand how to develop relevant negotiation strategies.
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Develop ways to strengthen the balance of power with customers and suppliers.
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Encourage creativity and the search for value in negotiations.
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Develop an open, assertive, and innovative mentality.
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Optimize the organization and management of teams.
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Design your own strategies.
Content
This program is focused in analyzing and preparing difficult negotiations with high dependency, tension and conflict. The program reveals why and how a negotiator or negotiating team must remain faithful to a plannning process that evaluates psychological, tactical, relational and interest factors. To obtain behavioral changes in the other party, it is important to take into account how human beings react to conflict and their sequence of emotional and rational responses.
Delegates will learn how to design a strategic and tactical plan using real day-to-day situations. They will understand the importance of time control, agenda, risks, communication, use of tactics and the alignment of the negotiating team. Moreover, they will learn how to build relationships in a strategic way to be resilient to pressure and confrontation. Delegates will be able to review and develop their own specific negotiation strategies.
Testimonies
“We were focusing too much on economic conditions ignoring intangible variables that play high. Developing a roadmap of proposals has been key.”
“It is essential to prepare in advance and contemplate the possible variables, focus on what we want from the other party and give in where it costs us least”
“It has been a total change in the way I approach a conversation and subsequent negotiations”