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EBA Education

EBA Negotiation School

STATUS: NEW SEASON STARTS ON september 26

DURATION: september 26 - October 24
TIME: ON tuesdays FROM 10:00 TO 18:00
VENUE: EBA Kyov Office, 1a andriyivskiy uzviz
PARTICIPATION FEE: 7600 uah for eba members
EARLY BIRD REGISTRATION: 6200 uah till august 25 for eba members

about the school

In an advanced, high potential, fast-moving and digital environment accurate knowledge and ability to use negotiating and diplomatic skills is demanded. It is also necessary to be flexible, psychologically educated and confident in different life based and business situations.

Negotiation School was founded in 2012 to develop your negotiation skills and increase professionalism in this sphere.

During the modules of the School you will spend 70% of time on practical cases, observe the bank of techniques for different types of negotiations, get a sense of confidence and emotional stability, as well as, make a self-development plan: how to improve negotiation skills.

Having successfully finished the School, you will receive certificate of completion.

during the modules you will

  • Understand the complete negotiation process
  • Obtain the main skills of managing the negotiation process
  • Master negotiation tactics which could be used in variable situations / scenarios
  • Strengthen skills to counteract manipulation
  • Understand the manipulation and study the techniques of counter-manipulation
  • Become emotionally stronger during “tough negotiations”
  • Develop creative skills for presenting your propositions

target audience

  • Managers of departments, negotiating with clients, partners, suppliers and rivals
  • Everybody, who is interested in learning how to behave during negotiations

syllabus

MODULE 1.1. INTRODUCTION TO NEGOTIATIONS. COMMUNICATIve PROFILE OF A NEGOTIATOR 

  • Basic negotiator’s terminology. The concept of the other side's position and interest. The strategy and tactics of the negotiation process
  • Procedural model of negotiations
  • «Map of the world» of a negotiator. How to find «weak» points. How to establish a positive contact with your negotiation partner
  • How to manage contact in the negotiation process
  • Communicative map of negotiations. Communicative barriers and traps in the negotiation process
  • Negotiator’s typology

MODULE 1.2. POSITIONAL ANALYSIS AND ROLE INTERACTION IN NEGOTIATIONS  

  • Analysis of the partner prior to negotiations
  • Definition of the psychological type: objectives, values and typical strategies of the partner depending on his psychotype
  • Identification of the psychological defense type
  • Social and age peculiarities of the partner during negotiations
  • Rules of role interaction in communication. The effect of role pressure
  • Effectiveness identification of a personal communication strategy in negotiations

MODULE 1.3. PREPARATION TO NEGOTIATIONS 

  • Informational preparation: personal objectives, terms and conditions, which could determine the major targets for negotiations; information about the partner; information about external environment
  • Psychological preparation: personal state of mind. Techniques for creation of a particular negotiation climate
  • Tactic preparation: how to develop and combine tactic steps and prepare counter argumentation
  • How to choose appropriate strategy in a particular case
  • Preparation of negotiation team. Team rules interaction during the negotiation process
  • Efficiency criteria of the negotiations. Negotiation protocol

MODULE 1.4. The BEGINNING OF THE NEGOTIATION PROCESS. Introduction tactics

  • Main tasks of the negotiation`s beginning
  • Intro part rules and protocol issues
  • Tools to clarify interests, objectives and axes of the partner in negotiations
  • Positions and interests: the essence and differences
  • Tactical maneuvers of this part of negotiations
  • The peculiarities of process management during the beginning

MODULE 1.5. DISCUSSION STAGE OF THE NEGOTIATION PROCESS

  • Main tasks of the discussion stage
  • Diagnostics of key problems in the overlapping interests
  • Leverages of negotiation process. «Cracking points» of negotiation scenario
  • Tactical issues for the discussion stage
  • Argumentation and counter-argumentation models
  • The obligatory check points during negotiations

MODULE 2.1. BARGAINING IN NEGOTIATIONS. COUNTERACTING MANIPULATION 

  • How to discuss the price issue. Main rules: peculiarities of the stage, negotiation strategies
  • How to move on to the bargaining point. Negotiation scenario
  • Negotiation tactics for the bargaining process

MODULE 2.2. COUNTERACTING MANIPULATION 

  • Nature of manipulation
  • Manipulation of pressure, diplomatic manipulation, logical manipulation
  • Types of pressure: psychological pressure, status pressure, positional pressure. How to slip away from pressure
  • Skills to create a deadlock situation for the topic, skills to go out of a deadlock situation
  • How to act effectively in the situation when you have made a mistake. «Save the face» factor
  • How to counteract manipulation. Techniques. Methods of turning the negotiation process into a constructive way

MODULE 2.3. EMOTIONAL INTELLIGENCE OF A NEGOTIATOR. HOW TO MANAGE YOUR EMOTIONS DURING THE NEGOTIATION PROCESS

  • How could emotions influence the negotiation process
  • Emotional markers: types, ability to differentiate «my» state of mind- «the other» state of mind. What is «a border» in negotiations?
  • Diagnostics of triggers
  • Emotional self-control. Check points during the negotiation process
  • How to act effectively in the situation when you have made a mistake. «Save the face» factor
  • How to manage emotions during negotiations. The ways of dealing with impulsive emotional reactions
  • Regulation of emotional state. How to strengthen the emotional muscle
  • What to do to take care of the emotional state: before and after the negotiation process

MODULE 2.4. FINALIZING PART OF THE NEGOTIATION PROCESS. NEGOTIATION TACTICS 

  • Main tasks of the finalizing part
  • Last minute «surprises»
  • Tactical steps to finish the negotiations
  • Peculiarities of coming to an agreement at the end of the negotiation process

MODULE 3. NEGOTIATION BATTLES 

  • The last finalizing module is dedicated to the possibility of negotiation skills, techniques, tactics and patterns usage in simulated negotiations. Each participant will get an individual development plan for further working on his negotiation style and techniques

trainers

                                  baikalova eng          savchuk eng

Should you be interested in participation, please, fill in the APPLICATION FORM
in english or ukrainian

TO SPECIFY OBLIGATORY CONDITIONS AND REQUIREMENTS CONCERNING PARTICIPATION
CONTACT US: 
This email address is being protected from spambots. You need JavaScript enabled to view it. OR +38 (044) 496 06 01.

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