Win-win: Negotiate to reach agreements and strengthen relationships View larger

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Win-win: Negotiate to reach agreements and strengthen relationships

Achieve profitable and stable agreements through cooperation and empathy.

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Our courses are financed through the applying to a bursary system in social security quotas. This is 100% reimbursable training. In other words, it’s free. Find out more from your HR dept.

  • What are the educational goals of the training course? 

    This course of the Sales Management category aims to: 

    • Provide the keys for mastering all stages of a negotiation process in Harvard University style so that satisfactory agreements can be reached by the parties involved in the process, strengthening the relations between them, achieving profitable and stable agreements and to quickly resolve conflicts.
    • Reflect on the practical application of the behaviours for day to day success in the skill.

    Who is this course intended for?

    This course may be taken by any professional who wishes to learn the key guidelines for successful negotiations. It is particularly recommended for those working in sales areas, project management or for those who continuously need to reach common ground with customers or suppliers. Furthermore, it also recommended for everyone wishing to learn the essential aspects of win-win negotiations to broaden their knowledge in the skill.

    What professional competences will you develop during the course?

    Win-win negotiation requires a series of skills and behaviours to be put into play to enable a good strategy to be carried out for the purpose of reaching a favourable agreement for all parties involved.
    In this course you will learn how to:

    • Prepare the negotiation.
    • Determine the expectations and common ground.
    • Focus the negotiation on a win-win situation.
    • Close the deal successfully.
    • Perform monitoring of the agreement.

    Who are the experts accompanying you on the training course?

    Asier de Artaza - GURU

    Manager in YES. Member of Top Ten Management Spain. Marketing and Business graduate from the University of Hertfordshire and psychology graduate. Certificate in Coaching from the University of California. He has completed 4 post graduate courses. Former manager of large companies. He is a trainer in companies and institutions (Business Institute, EOI, University of Deusto, ESIC, UIMP, UPV, APD, etc.).

    "We need to make negotiating plans that do not wreck relationships with others. We should achieve that both parties believe the agreement to be beneficial and not to feel cheated."

    How can you enjoy this content?

    Self-development course

    Info: Complete course in multimedia format combining theoretical concepts endorsed by the most prestigious authors, the most effective techniques and methods and interactive resources with a great pedagogical impact for learning the skill, its benefits and key behaviours.
    Duration: 6 hours
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  • 1. INTRODUCTION

    • Explanation by Asier de Artaza on the keys for win-win negotiations.
    • Making the student aware of the reasons why the development of this skill is recommended.

     

    2. DEFINITION OF THE SKILL

    • Introduction.
      • Good negotiation.
    • Advantages of learning to negotiate.
    • Do you know the personal benefits of learning how to negotiate?
    • Benefits of win-win negotiation.
    • Characteristics of a good negotiator.
    • The bases for win-win negotiations.
    • Attitudes for reaching a win-win solution.
    • Communication in negotiation.
    • The negotiating interview.
      • Why the ability to negotiate is valued so much?
    • Key behaviours in negotiating.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    3. PREPARING FOR THE NEGOTIATION

    • Introduction.
      • Preparation determines success.
    • Benefits of preparing for the negotiation.
    • Guidelines for preparing the negotiation.
      • Establish goals.
      • Prepare the place and time.
      • Best alternative to a negotiated agreement.
      • Consider the information.
      • Setting the strategy.
    • Key behaviours in preparing for the negotiation.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    4. EXPECTATIONS AND COMMON GROUND

    • Introduction.
      • It is important to know your speaking partner.
    • Benefits of knowing the expectations and common ground.
    • Keys to finding the common ground.
    • Procedure for creating common ground.
      • Negotiating bands.
    • Types of expectations.
    • Key behaviours for discovering expectations and common ground.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    5. FOCUS THE NEGOTIATION ON A WIN-WIN SITUATION

    • Introduction.
      • Possible attitudes to negotiation.
      • What is an open to negotiation attitude?
      • Interests of the various negotiation attitudes.
    • Action rules for success.
      • Use positive language.
      • Ensure that the other party reflects.
      • Make it clear that the goals are compatible.
    • Keys for focusing on win-win negotiations.
      • What benefits can be highlighted in the negotiation?
    • Key behaviours for focusing the negotiation on win-win situations.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    6. CLOSE THE DEAL

    • Introduction.
      • Should we be the first to make the initial request?
    • Concessions.
      • Types of concession.
      • Keys when making concessions.
    • The closure.
      • Errors when recognizing success.
      • Self-evaluation of knowledge.
    • Keys for focusing on win-win negotiations.
      • What benefits can be highlighted in the negotiation?
    • Key behaviours for positioning, making concessions and succeeding in closing the agreement.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    7. CARRY OUT MONITORING OF THE AGREEMENT

    • Introduction.
      • Reflection.
    • Benefits of monitoring the agreement.
    • Essential reasons for monitoring.
    • Level of defaulter responsibility.
    • What do you do when the agreement is defaulted on?
      • Analyze the type of default.
      • Review the terms of the agreement.
      • Decide on the type of complaint and how it is made.
    • Key behaviours for monitoring the agreement.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

    8. CONCLUSIONS

    • Decalogue of good practices.
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