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EBA Management Development Centre

Development Programme on Tough Negotiations: to Participate or to Create

STATUS: next season will be in february

TIME: FROM 10:00 TO 18:00
VENUE: EBA KYIV OFFICE, 1A ANDRIYIVSKIY UZVIZ
PARTICIPATION: only for the graduates of the NEGOTIATION DEVELOPMENT PROGRAMME
PARTICIPATION FEE: 3600 UAH ONLY FOR THE GRADUATES OF THE NEGOTIATION DEVELOPMENT PROGRAMME

DO NOT THINK HOW NOT TO GIVE…
THINK HOW TO GIVE THEM WHAT THEY WANT ON YOUR OWN TERMS

about the programme

The main task of the negotiator is to be able to deal with stressful situations and maintain an emotional balance without succumbing to the pressure and giving into the stunt. However, doing this is not simply enough to sustain collaborative negotiation skills. There is a great need in techniques, which make it possible to defend one´s own interests in strict conditions.

How to promote the interests in tough negotiations. How to influence when you have absolutely no leverage. How to cope with a lot of pressure, aggression and manipulation. “Only one with his head above the foxhole” means to work with opposing groups. Typical tough situations in negotiation within the company: pressure “from above”, “from below” and “on the side”.

during the modules you will

  • To formulate systematic approach toward the preparatory work for the difficult negotiation
  • To familiarize with the special techniques of tough negotiations, including those, which are used by specialists in particular professional area
  • To explore the core strategies of interception and maintaining of the governance in complex negotiating process
  • To learn how to defend one’s own interests in tough negotiations
  • To master the skills for controlling the path of tough negotiations
  • To master the techniques in responding to counterproductive behavior (bluff, insult, aggression) of the opponent in negotiations
  • To realize how the techniques of tough negotiation influence the human psyche
  • To develop inner strength, “negotiating streak”

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

  • The phenomenon of tough negotiations - signs of tough negotiations. The difference between complex and tough negotiations
  • Developing of the power resource in negotiations - the tactics that enhance the individual power resource of the negotiator
  • Interception of the governance in hard contact - real provocative situations in negotiations, the ways to control them
  • Strategies and practices of the opponent’s “scenario destruction” in tough negotiations
  • Competitive negotiations - the tough negotiation model, applied rules of conduct in emotionally provocative and competitive negotiations
  • Technological negotiations - the optimal stages of every substantive element: preparation, contact, dragging into the dialogue, work with emotions, self-defense, work with the viewpoint of the partner, reasoning, conviction etc.

MODULE 2

  • The breakdown of the psychological position - special techniques used in the situation of psychological pressure on the interlocutor
  • Moral protection: the resistance to pressing in negotiations. Ways of protecting the person’s consciousness from the pressure devices in business interaction
  • Destructive I. D. and vulnerability. Ways to develop the skill to take a punch in negotiations. The development of immunity against the destructive impact. Operational self-regulation techniques.
  • Cognitive, emotional and physiological control of the negotiation process. Emotional “hygiene” of the negotiator
  • Work on aggression – tactics of interception of the governance when the negotiator does not benefit from the developing stage of the conflict
  • Special techniques applied in case of the indirect impact on the interlocutor

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.

 

Calendar

Last month October 2017 Next month
M T W T F S S
week 39 1
week 40 2 3 4 5 6 7 8
week 41 9 10 11 12 13 14 15
week 42 16 17 18 19 20 21 22
week 43 23 24 25 26 27 28 29
week 44 30 31

 

 

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