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.