Online-Development Programme: Peculiarities of Negotiations in Military Times

• Статус:Ми працюємо над новим сезоном

Про програму

EBA Management Development Centre together with Natalia Baikalova invite you to take part in the Online-Development Programme: Peculiarities of Negotiations in Military Times.

During the programme you will practice methods of negotiating online, deepen into the new reality, be able to understand the difference between online and offline formats. This programme is practical. Format – 6 modules for 3 hours at the Zoom platform, twice a week. Course includes support in Telegram, additional video-lessons, topic materials, tests, home task.

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

DURING THE MODULES YOU WILL:

• Beat up the systematic approach to preparation and conducting negotiations
• Learn main strategies of seizure and retention to managing in complicated negotiating situations
• Grind techniques of reacting on non-constructive behaviour (bluff, ultimatums, aggression) of the opponent in negotiations
• Get the instruments of understanding and manipulation stop in negotiations
• Work over the techniques of persuasion6 argumentation and counter-argumentation

TARGET AUDIENCE

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

What knowledge and skills will you acquire?

Module 1 – September 26

Preparation and negotiation beginning

• Preparation and planning of the negotiating process. Map of manoeuvres for the situation of complicated negotiations. Positional analysis.
• Express-diagnostics of the partner in negotiation technologies of creating and contact detention.
• Techniques of understanding the partner position in negotiations. Types of negotiating questions.
• Opposition to manipulative techniques of emotional demolition at the beginning of the negotiation process.
• Techniques of managing the negotiation process.

Case in pairs (zoom, sessional rooms)

Module 2 – September 30

Typology in negotiations

• Typology of negotiators
• Effect of the companion psychological manhood within the negotiation process.
• Types of rough negotiators. Типи жорстких переговірників. «Security techniques».
• Informational filters. Methods of coding and decoding.
• Negotiator’s profile.

Case-demo version (zoom, sessional rooms)

Module 3 – October 7

Conducting bargaining/discussion part of negotiations

• Concerns of each stage of the negotiation process.
• Tactics of the discussion part of the negotiation process.
• Admissions of building the connected dialogue and conditional discussion.
• Breakthrough of the dead ends in negotiations.

Case in pairs (zoom, sessional rooms)

Module 4 – October 10

Persuasion and manipulation in negotiations

• Building of your own line.
• «Stages» of argumentation, argumentation grid, counterargument formula.
• Effect and manipulation in negotiations.
• Techniques of resuming arrangements.
• Tactics of finalising negotiations with admission to responsibility of both sides.

Case in pairs.

Module 5 – October 14

Elements of complicated negotiations. Development of the complicated negotiations scenario

• Types of complicated negotiations (intrusion of the scenario, ultimatum, conflict situation, reconsideration of cooperation conditions).
• Instruments of counter-waist and retention of managing the negotiation process.
• Regulation of the negotiation atmosphere and relief in emotionally non-conditional situation.
• Refocusing of the opponent in negotiations, compulsion on the constructive problem solving.
• Conflicts in negotiations.

Case-demo version.

Module 6 – October 17

Opposition to manipulation in negotiations

• Manipulative approaches in negotiations, recognition, techniques of stop and security.
• Manipulative strings.
• Types of manipulators and typical behavioural scenarios in negotiation situations. Blocking techniques.
• Admissions of overcoming manipulative tactics and move away into constructive interaction.

Case in pairs

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