Negotiations and Dispute Resolution

Target Audience:A wide range of managers at a Russian or an international corporationDuration:2 days, 16 hoursProvider:НОЧУ «АИБЭк. Американский институт бизнеса и экономики»Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:RussianCoach:Vladimir Lissniak
Vladimir Lissniak Vladimir Lissniak

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
This course covers basic theory and practice of business-oriented negotiations. It provides
the skills necessary to become an effective negotiator, through active exercises and simulations. The training introduces the participants to negotiation tactics and strategy. It teaches how to get prepared, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. Much of the emphasis is on international and cross-cultural negotiations.

Training program
− Alternative negotiation strategies
− Classification of negotiator types
− Ideal negotiator: a set of qualities. Personal power
− Understanding the limits of your negotiating authority
− Perception of the opponent
− The art of listening
− Skills of a good listener. Verbal and non-verbal communication
− Questioning and answering skills
− Important factors in negotiations: time, place, authority, participants etc.
− Disputing technique
− Emphasizing and highlighting key points
− How to control the direction of the discussion
− Post negotiation assessment
− Tension between principals and agents
− Closing of the deal
− The impact of ethnicity and gender
− Russian realities of negotiating procedure

Methodology of training delivery
Exercises, presentations and business games