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Cross-cutting

Negotiation Techniques

Negotiation 27 h

Introduction

One of the main keys to success In the professional sphere of today’s companies and organisations, it is important to know carry out the negotiation correctly.

The difficulty of the negotiations stems from the need for interrelationship which arises between different people seeking to satisfy certain interests, and which entails the bringing about personal or professional improvements, or the resolution of conflict situations.

Through training activities in Effective negotiation techniques you will have the opportunity to identify and apply the fundamental concepts, actions, behaviours and principles of negotiation and to carry out the different stages to negotiate effectively.

Objectives

  • Mastering the negotiation techniques which enable mutually beneficial agreements to be reached.

  • To know the dynamic which take place within the group.

  • To know apply group techniques appropriate measures, depending on its characteristics.

  • Recognise the objectives which are intended to be achieved in relation to the group.

Table of Contents

TEACHING UNIT 1. WELCOME TO THE WORLD OF NEGOTIATION

  1. The Art of Negotiation
  2. Types of negotiation
  3. What are the main channels for negotiation?
  4. Stages or phases of negotiation

TEACHING UNIT 2. KEYS TO SUCCESSFUL NEGOTIATION

  1. Negotiation strategies to spark the other party’s interest
  2. Development tactics (win-win)
  3. Context and key points of the negotiation

TEACHING UNIT 3. BUILDING, NOT ARGUING: CONFLICT RESOLUTION WORKSHOP

  1. Objectives of the process
  2. Overview of the conflict situation
  3. Definition and analysis of the conflict
  4. Obstacles and attitudes towards conflict
  5. Steps to follow in the resolution process
  6. Evaluation of solutions
  7. Drafting of the agreement

TEACHING UNIT 4. DYNAMICS THAT CAN CHANGE THE COURSE OF NEGOTIATIONS

  1. Presentation Activities
  2. Knowledge Dynamics
  3. Trust-Building Exercises
  4. Cooperation
  5. Integration
  6. Communication
  7. Conflict resolution
  8. The consensus

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