Negotiation Techniques (Consultative Agreements)
Negotiating is not just about closing deals — it’s about building relationships based on trust and mutual value. This course teaches how to apply consultative negotiation techniques to create long-term partnerships and sustainable results.
**The objectives of this course are:**
The best negotiations don’t have winners and losers — they have partners. This course helps professionals negotiate with empathy, clarity, and strategy.
**The objectives of this course are:**
- Present negotiation models focused on collaboration and joint gain.
- Teach active listening, questioning, and argumentation strategies.
- Enable participants to handle objections and reach balanced agreements.
The best negotiations don’t have winners and losers — they have partners. This course helps professionals negotiate with empathy, clarity, and strategy.
Público-objetivo
All professionals
Requisitos
No pre-requisites.
Duracíon
8 hours
Formatos
In-person, Online or HybridContenido
**_Structure_:**
- Self assessment: How do I perform as negotiator? What do I need, what can I improve?
- Structure of a good negotiation:
- Behavior & Attitude :
- The negotiator profile and how to act with each profile
- Negotiation Behavioral Elements: Golden and platinum rules
- Self assessment: are you a good listener? How to act to each person’s profile?
- The importance of emotional control and know to Interact with other people (“Active Listening”)
- Process & Method:
- Preparation and Understanding; Opening; Exploring the Options; Negotiation Closing and post sales
- The negotiation process: SPIN model
- Situational Questions / Problem / Implication / Need vs Benefit Cost
- Focus on the interest of the involved parties and not in their position
- Focus on asking questions / raise suggestions about solution implications and revealed needs
- Come to an agreement according to the objective criteria
- Think about objective criteria that justify the choices made by each party
**_Workload_:** 8 hours in person or 2 4-hour sessions for ZOOM/TEAMS groups
**_Pre-Work_:** prepare successful and not-successful situations in the negotiation process.
**_Format:_** Few slides and practical activities based on experience Exchange, discussion, videos, and activities. Groups for activity development will be created.