Syllabus
1. Away from the table |
|
---|---|
Identify the type of negotiation |
|
Define negotiation strategies |
|
Establish legitimate goals and criteria |
|
Establish and improve the negotiating position |
2. Lead the negotiation |
|
---|---|
The 7 elements of the Harvard model in practice |
|
Lead the negotiation: Get off to a good start |
|
Value claim techniques |
|
Value creation techniques |
|
Increase the ability to influence |
|
Persuasive communication |
3. Improve engagement |
|
---|---|
Improve commitment avoiding mistakes |
|
Emotional intelligence development |
4. Overcome obstacles |
|
---|---|
Overcome obstacles |
|
Cultural diversity |
|
Conflict management |