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