In an increasingly competitive working environment, the ability to negotiate effectively has become an invaluable asset. The Negotiation Course Based on the Harvard Business Model offers you the opportunity to master the most advanced negotiation techniques, based on the prestigious Harvard method. This course will equip you to understand Negotiation as a process, ranging from competitive to collaborative tactics, enabling you to claim and create value in any situation. You’ll learn to identify different types of negotiators, refine your communication strategies and unravel the secrets of body language – all essential for spotting micro-expressions and lies. With labour market demand booming for experts in negotiation, this online training course will provide you with the tools you need to excel and take the lead in your sector. Upon completing the course, you will be prepared to successfully tackle any negotiation challenge by implementing a sound and effective strategic plan.
Negotiation based on the Harvard Business Model
Negotiation
30 hours
Introduction
Objectives
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Understanding the fundamentals of the Harvard method of negotiation.
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Identify the types of negotiators and its characteristics.
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Implement strategies to complaint y creation of value.
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Develop effective tactics in competitive tendering processes.
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Integrate strategies to address the negotiator’s dilemma.
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Improving the effective communication in negotiation processes.
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Interpreting the body language and detect micro-expressions.
Table of Contents
TEACHING UNIT 1. FUNDAMENTALS OF THE HARVARD NEGOTIATION METHOD
1. Negotiation as a process
2. Negotiation strategies
3. The 7 Elements
4. Types of negotiators
5. Characteristics of a good negotiator
TEACHING UNIT 2. NEGOTIATION STRATEGIES I. COMPETITIVE NEGOTIATIONS. VALUE CLAIMS
1. Claim Value
2. Competitive Negotiations: Tactics
3. Price Negotiation. The ZOPA
TEACHING UNIT 3. NEGOTIATION STRATEGIES II. COLLABORATIVE NEGOTIATIONS. CREATING VALUE
1. The Principles of Value Creation
2. The Essence of Negotiation: Interests
3. Using Relationships and Communication to Create Value
TEACHING UNIT 4. THE INTEGRATION OF STRATEGIES. MANAGING THE NEGOTIATOR’S DILEMMA
1. The integration of strategies
2. The conduct of the negotiation process
3. The Stages of Negotiation
4. The Strategic Negotiation Plan
5. The “Closing”
TEACHING UNIT 5. COMMUNICATION
1. The communication process
2. Types of communication
3. Barriers to communication
4. Effective communication
5. Important aspects of interacting with the person you are speaking to
TEACHING UNIT 6. TACTICAL ASPECTS. THE NEGOTIATOR’S BODY LANGUAGE
1. Introduction to Kinesis: Paul Ekman’s Method
2. Micro-expressions. How to Interpret Them
3. Lie Detection