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-Alvo
All professionals
Requisitos
No pre-requisites.
Carga Horária
8 hours
Formatos
In-person, Online or HybridConteúdo Programático
Structure:
8 hours in person or two sessions of 4 hours for Zoom or Teams groups
Pre-Work:
Prepare examples of successful and unsuccessful negotiation situations
Format:
Few slides and practical activities based on experience exchange, discussions, videos and group activities
- Self-assessment: how do I perform as a negotiator, what do I need and what can I improve
- Structure of a good negotiation
- Behavior and attitude in negotiations
- Negotiator profiles and how to act with each profile
- Negotiation behavioral elements: golden and platinum rules
- Self-assessment: listening skills and how to act according to each profile
- Importance of emotional control and effective interaction with others through active listening
- Negotiation process and method
- Preparation and understanding, opening, exploring options, negotiation closing and post-sales
- The negotiation process using the SPIN model
- Situational, problem, implication and need versus benefit cost questions
- Focus on interests of involved parties rather than positions
- Focus on asking questions and raising suggestions about solution implications and revealed needs
- Reaching agreements based on objective criteria
- Defining objective criteria to justify choices made by each party
8 hours in person or two sessions of 4 hours for Zoom or Teams groups
Pre-Work:
Prepare examples of successful and unsuccessful negotiation situations
Format:
Few slides and practical activities based on experience exchange, discussions, videos and group activities