The Role of Perception & Beliefs of Expert Negotiators
The day's programme will begin by exploring the misunderstandings surrounding competitive and collaborative negotiations, and identifying how you can benefit by converting competitive negotiations into collaborative approaches and develop partnership-type relationships. You will also have the opportunity to audit your own negotiation style and scrutinise your own beliefs and approaches to identify how best you can further improve and refine your skills and develop new negotiating strategies.
Sensory Acuity vs. Assertiveness
• effective listening techniques
• defining empathy and assertiveness
• listening and and asking exploratory questions and when to use them
• getting to grips with alternative questioning strategies
Group exercises: Evaluating and understanding your assertiveness exercise
Listening and questioning skills exercises
Understanding the Implications of the Win/Win Concept
- examining the 'inner game' of effective negotiation
- identifying the beliefs that are important in negotiating effectively
- reviewing your own beliefs: do you need to make changes?
Pairs exercise: Hungarian agency vs. Spanish partner
Negotiating Skills – the Art of Influence and Persuasion
Throughout the day you will receive intensive, hands-on guidance to enable you to acquire expert skills in the key areas of negotiation. You will gain an insight into how alternative approaches to negotiation can be best employed in various negotiating situations, and discover how you can achieve a positive outcome with uncooperative and hostile "opponents".
Needs Definition
- understanding what the other side really wants
- positions vs. interests: Porter’s 5 Forces
- emotions vs. motivators
- power negotiation vs. needs-based negotiation
Individual exercise: Charting needs
Four round negotiation exercise
Yes Sets
- building a history of agreement into the meeting
- overcoming resistance and handling your ’hot buttons’
- 'reframing' technique
- techniques for focusing on the issue and not on the opponent
- techniques for avoiding misunderstandings
- how to avoid making premature concessions
Pairs exercise: Off the cuff objection handling: Your team vs. your new employee decision exercise
Sending Positive Messages
- putting your point of view across in a positive manner
- understanding the power of body language and voice quality
- the assertive method
- 5 principles of behavior
- the broken record technique
Pairs exercise: Sending positive messages: The new employee’s salary vs. your team exercise | 
