Training

Value Based negotiations

Target Audience:Top-management, middle management, HR Duration:4 hoursProvider: Lighthouse Russia B.V.Venue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Jeroen Nicolaas Ketting
Jeroen Nicolaas KettingJeroen Nicolaas Ketting

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
The Value Based Negotiation approach focuses at identifying the bigger issue or bigger idea that can function as a guideline for your negotiation and for negotiating effectively towards this bigger goal.

Training program
• Negotiating is an inter-personal process by which two or more parties with different needs and goals interact to find a mutually acceptable solution to an issue.
• Differences between western and Russian cultures manifest themselves most prominently during negotiations.
• Value Based Negotiations help you to be guided by your values and vision.
• When your values and vision guide you then the «I», the ego, gets out of the way allowing you to:
  - Focus on clear goals
  - Understand, respect and accept (no judgement)
  - Depersonalize your perspective
  - Start from shared interests and values
  - Have patience, keep your options open, and be consistent
  - Be assertive and alert in your communication
  - Keep composure and stick to your game-plan
• The Value Based Negotiation approach focuses at identifying the bigger issue or bigger idea that can function as a guideline for your negotiation and for negotiating effectively towards this bigger goal.

Methodology of training delivery
Presentation, Training, Master Classes
The Ketting method combines practical and applicable leadership and communication techniques that are based on the Value Based Leadership and the Value Based Communication concepts that were developed during the 25 years of Russian-Western entrepreneurship