2.7 - NEGOTIATION TECHNIQUES

Objective:

To provide necessary techniques for the participants to conduct the day-by-day negotiations in a effective way, aiming to establish the relation of “gain-gain” among related people in any type of organizational negotiation.

The training has many practical activities, where the follower tests the concepts in class, facilitating the fixation of the most important concepts.

In short:

• To discuss negotiation techniques applied in the day-by-day, like price negotiation, production planning, priorities, quality problems, more efficacious conditions.
• To apply negotiation situations that require long time to occur
• To create situations and results like “gain-gain”
• To identify critical behaviors in a negotiation process.
• To develop a negotiation approach
• To apply critical principles of negotiation for leadership positions in the organization.
• Professionals from diverse areas in the organization leading relevant changes in theirs area or business.

Target Audience:

• Professional from diverse areas of the company, in special area managers.

Pre requirements:

• To fill in the MBTI document.

Course Duration:

• 16 Hours.

Programmatic Content:

• Assessment of psychological profiles - MBTI
• Introduction about how the negotiation is present in our day-by-day
• Self assessment on your ability to negotiate
• Basis elements of Negotiation – Processes and Methods
• Basis elements of Negotiation – Behaviors and attitudes.
• Practical Exercise – Elements of negotiation
• Negotiation Process - Methodology
• Practical Exercise about negotiation process
• Negotiation focused in commercial processes
• Exercise on price negotiation
• Global negotiations
• Catch up exercise

Training Modalities:

• In company – carried out in closed classes, by customer request.

Requirements for Certification:

• All participants receive the certificate of training conclusion.