Training

Profitable negotiations

Duration:2 days, 17 academic hoursProvider:Language: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

  • Understand negotiation phases and what to expect at each phase;
  • Draw up a detailed plan and prepare your position;
  • Take into account psychological and emotional aspects in negotiation;
  • Make a well-informed choice of the negotiation strategy and tactics;
  • Present your arguments and influence your interlocutor;
  • Discuss prices and discounts effectively without detriment to your interest.

Training program
Module 1. Definition of negotiation and principal rules.
• Problem solving business game “Bargaining”
• Negotiations: definition, phases and rules.
Practical exercise:
Business game ‘Bargaining’ where participants have to negotiate in accordance with a given working scenario;
Brainstorming session: Negotiation phases and what to prepare for each phase.

Module 2. Psychology in negotiation.
• Psychological aspect: 'Viewpoint' versus 'Emotional Wish'
• The sequencing, and fixed and flexible aspects of negotiations
Practical exercise:
Individual analysis of the 'Win-Win' concept;
Exercise in pairs: Asking questions during negotiation.

Module 3. Preparation and development of negotiation strategy.
• Negotiation and bargaining strategy
• Power and influence in negotiation
Practical exercise:
Team assignment: Business game 'Airflow International': analysis and preparation for negotiation.

Module 4. Price discussion.
• Discussion of prices and discounts
Practical exercise:
Team assignment: Negotiation A, B, C – the participants will have to negotiate within a certain scenario and analyze each other's behavior.

Day 2
Module 5. Revision.
• Revision of Day 1 of the training course 'Profitable Negotiation'
Practical exercise:
Team assignment: 'Bingo' game to test the knowledge of the material of Day 1 of the training course.

Module 6.
• Negotiation styles.
• Tactics
Practical exercise:
Personal assignment: Filling in the questionnaire to identify your negotiation style. Role play: Adapting your style to the client.

Module 7.
• Fallbacks
• Business game 'Profitable Negotiation'
• Preparation of a personal development plan.
Practical exercise:
Simulation exercise: ‘Arabian Boat’: discussion of prices and discounts; individual work – Drawing up a further development plan.

Methodology of training delivery
TACK