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Development Programme on Tough Negotiations

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  Development Programme on Tough Negotiations. Date: 22 June2018. Time: 10:00 18:00. Place: EBA Kyiv Office, 1A Andriyivskiy Uzviz. DO NOT THINK HOW NOT TO GIVE… THINK HOW TO GIVE THEM WHAT THEY WANT ON YOUR OWN TERMS 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”. Having successfully finished the Development Programme on Tough Negotiations: Variability of Negotiator in Hard, Tough and Conflict Negotiations, you will receive certificate of completion. DURING THE MODULES YOU WILL Understand complex approach in preparing and leading hard, tough and conflict negotiations Learn the main strategies in catching and keeping the leading role in hard negotiation cases Develop variability and flexibility on different stages of negotiation process Deal with response techniques on destructive behavior (bluster, ultimatum, aggression) Know how to counteract manipulation Regulate emotional state during hard negotiations TARGET AUDIENCE Managers, sales population, KAMs who negotiate externally with any kind of partners including power structure Those who negotiate internally with partners SYLLABUS       1. Preparation and intro / beginning stage Typology and characteristics of negotiation process: key features of hard, tough and conflict negotiations How to prepare and plan negotiation process Be aware of “potential agreement area” Agreement net and potential exit position Express-evaluation negotiation partner. How to create and keep contact How to counteract manipulation techniques of “emotional crash” at the beginning of negotiation process       2. Developing hard, tough and conflict negotiations scenario Diversity of scenarios (terms dictate, ultimatum, conflict, urgent change of terms) How to differentiate tactics in hard, tough and conflict negotiations Partners’ typology. Simulation of different scenarios in developing negotiation process Scenario and practical techniques how to break the scenario in hard, tough and conflict negotiations How to regulate and influence the atmosphere of negotiation process. How to low down tension in emotionally involving cases      3. Way of influence in negotiation flow. How to get into constructive talk Manipulation in negotiation. How to recognize and counteract How to block typical manipulation scenario Hard negotiation techniques that are used in bargain part (virtualization, unfair change, dictating terms, emotional traps) Influence techniques when finishing negotiation (ultimatum, nipping off, delaying decisions, false barriers) How to transfer from confronting techniques to constructive     4. Self-regulation techniques Psychological defense: how to counteract when pressure How to keep your strong and calm emotional state Operational self-regulation techniques Speakers. Nataliia Baikalova. business trainer, psychologist with 12 years of practical experience, consultant on the prevention of emotional burnout. Svitlana Savchuk. Certified business trainer, crisis psychologist. You can send a question to:. Contact person:. Iryna Shevchuk. E-mail [email protected] Contact Phone. 044 496 06 01.

About the Programme

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

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”.

Having successfully finished the Development Programme on Tough Negotiations: Variability of Negotiator in Hard, Tough and Conflict Negotiations, you will receive certificate of completion.

DURING THE MODULES YOU WILL

  • Understand complex approach in preparing and leading hard, tough and conflict negotiations
  • Learn the main strategies in catching and keeping the leading role in hard negotiation cases
  • Develop variability and flexibility on different stages of negotiation process
  • Deal with response techniques on destructive behavior (bluster, ultimatum, aggression)
  • Know how to counteract manipulation
  • Regulate emotional state during hard negotiations

TARGET AUDIENCE

  • Managers, sales population, KAMs who negotiate externally with any kind of partners including power structure
  • Those who negotiate internally with partners

SYLLABUS

      1. Preparation and intro / beginning stage

  • Typology and characteristics of negotiation process: key features of hard, tough and conflict negotiations
  • How to prepare and plan negotiation process
  • Be aware of “potential agreement area”
  • Agreement net and potential exit position
  • Express-evaluation negotiation partner. How to create and keep contact
  • How to counteract manipulation techniques of “emotional crash” at the beginning of negotiation process 

     2. Developing hard, tough and conflict negotiations scenario

  • Diversity of scenarios (terms dictate, ultimatum, conflict, urgent change of terms)
  • How to differentiate tactics in hard, tough and conflict negotiations
  • Partners’ typology. Simulation of different scenarios in developing negotiation process
  • Scenario and practical techniques how to break the scenario in hard, tough and conflict negotiations
  • How to regulate and influence the atmosphere of negotiation process. How to low down tension in emotionally involving cases

     3. Way of influence in negotiation flow. How to get into constructive talk

  • Manipulation in negotiation. How to recognize and counteract
  • How to block typical manipulation scenario
  • Hard negotiation techniques that are used in bargain part (virtualization, unfair change, dictating terms, emotional traps)
  • Influence techniques when finishing negotiation (ultimatum, nipping off, delaying decisions, false barriers)
  • How to transfer from confronting techniques to constructive

    4. Selfregulation techniques

  • Psychological defense: how to counteract when pressure
  • How to keep your strong and calm emotional state
  • Operational self-regulation techniques

Trainers

1 / 2
Nataliia Baikalova
business trainer, psychologist with 12 years of practical experience, consultant on the prevention of emotional burnout
Svitlana Savchuk
Certified business trainer, crisis psychologist
Nataliia Baikalova
Svitlana Savchuk

You can send a question to:

Contact person:

Iryna Shevchuk

Contact
044 496 06 01
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