Negotiation Skills

Objectives

• Prepare your negotiations as the best professional negotiators do
• Know how to evaluate the balance of power and use it to your advantage
• Prepare your negotiation with the "check point" matrix
• Be able to identify and to cope with the “traps” of tough purchasers
• Defend your offer to get your interlocutor to commit to a profitable agreement
• Master the stages of the NEGO method for more profitable negotiations:
  • Generating the right climate for successful agreements
  • Understanding the balance of power in every negotiation
  • Preparing and structuring your negotiating tactics efficiently
  • Knowing when and how to announce your initial position
  • Learning to react assertively during intense situations

Pedagogy

• Intensive role plays on practical case studies
• Brainstorming and team work
• Deliverables on arguments to defend your position and concessions to ask in return