Training

Negotiations – advanced level

Target Audience:Top and middle managers, project managers and key participants, project management specialists Duration:2 days, 18 academic hoursProvider:Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:Russian

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

 Training objectives and advantages

  • To get new techniques and develop expertise in negotiations
  • To develop skills in the use of various techniques and methods in complex negotiations
  • To learn how to resist manipulation and conflicts in negotiations
  • To master the techniques of summarizing and recording the results

Training programm
Сomplex negotiations
     • the main differences between simple and complex negotiations
     • changes in behavior during the difficult negotiations
     • key areas of negotiations
     • “hard” and “soft” position
Preparation of complex negotiations
     • statement of the purpose of negotiations and the conditions for achievement
     • planning of complex or re-negotiation
     • Choosing the way of behavior
Using a variety of techniques and methods in complex negotiations
     • fundamentals of the method based on the client and the typical reaction
     • Use of the product based method in negotiations
Complex negotiations with client and managing conflicts
     • negotiating objectives retention technique
     • methods of lost bargaining return
     • the nature of the excuses and objections
     • Use of partner excuses for identifying the interest and the objective of the negotiations
     • how to oppose manipulations
     • how to response to “surprises”
     • work with the "inconvenient" provocative questions
Obtaining consent and debriefing in negotiations
     • «Pyrrhic victory" in negotiations
     • fixing agreements techniques

Methodology of training delivery
     • Use of the best practices in project management
     • Analysis of practical situations
     • Interactivity, discussions, business games