Goals
What will you learn during the course?
The course prepares you to approach negotiations from a more strategic, structured and considered perspective, from initial analysis through to building and closing the agreement.
You will learn to understand the interests at stake, strengthen your negotiating position and adapt your strategy to create value, defend your objectives and influence more effectively across different situations and with different stakeholders.
Negotiate with strategy, influence and adaptability
During the course, you will learn to:
- prepare for a negotiation by defining objectives, interests, limits, alternatives and criteria;
- apply the seven elements of the Harvard Negotiation Model to real situations;
- identify your negotiation style and adapt it to different contexts and counterparts;
- use strategies to create and claim value without damaging the relationship;
- use communication, active listening and strategic questioning to increase your influence;
- manage emotions, conflict, difficult tactics and deadlock situations;
- build clear, realistic and sustainable agreements.