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Advanced negotiation techniques

Achieve better deals using the most effective strategies.

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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 keys for learning how to apply techniques and strategies that are employed by great negotiators in tight negotiation situations (impasses, situations with a low margin, high risk situations) and achieve excellent results.
    • Reflect on the practical application of the behaviour related to success regarding the skill in daily life.

    Who is this course intended for?

    This course can be taken by any professional who wants to learn to apply advanced negotiation techniques and who has a solid base in the basic aspects of the negotiation process. It’s specifically recommended for people who have to negotiate in their daily lives (salespeople, purchasers, team leaders, etc.). It is also recommendable for anyone who wants to find out about the essential aspects of advanced negotiation techniques to expand their knowledge regarding this skill.

    What professional competences will you develop during the course?

    The techniques of advanced negotiation mean having a set of skills and knowledge that allow professionals to achieve their desired results:
    In this course you will learn to:

    • Determine the type of strategy according to the other party.
    • Master pressure strategies.
    • Use cooperation strategies.
    • Use strategies for conceding without losing profitability.
    • Handle the ‘no strategy’ strategy.

    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.).

    “The best way of negotiation is that in what all the parties involved end up satisfied.”

    How can you enjoy this content?

    Self-Development Course

    Info: Complete course in multimedia format, which combines theoretical concepts, approved by the most prestigious authors, the most effective techniques and methodologies and interactive resources with a huge pedagogical impact for learning about the skills, its benefits and key behaviour.
    Duration: 6 hours
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  • 1. INTRODUCTION

    • Asier de Artaza explains advanced negotiation techniques.
    • Making the student aware of the reasons why the development of this skill is recommended.

     

    2. DEFINITION OF THE SKILL

    • Introduction.
    • Benefits of good negotiating.
    • The three conditions of negotiating.
    • Interests as keys for strategy.
      • What are the four scenarios for negotiating?
    • What about you? How do you negotiate?
    • Adapting strategy.
      • The best negotiators in the world.
      • Why are children the best negotiators?
    • Key behaviours for negotiating.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    3. DETERMINING THE TYPE OF STRATEGY

    • Introduction.
    • Types of negotiators.
      • According to focus and the way of dealing with the negotiations.
      • Aims according to the negotiator profile.
      • Strategy according to the negotiator profile.
    • How do carry out negotiations with all types of negotiator.
    • Key behaviours for determining negotiating strategies according to personality.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

    4. MASTERING PRESSURE STRATEGIES

    • Introduction.
    • When to apply pressure strategies?
    • Advantages and risks of pressure strategies.
    • To pressure or not to pressure.
    • Pressure techniques.
      • The Great Wall.
      • Deliberate deception.
      • Direct assault.
      • Personal psychological attacks.
      • Good cop/bad cop.
      • “If I... Then you...” technique.
      • Growing demands.
      • Tough partner.
      • Ultimatum.
      • Threaten to leave the negotiations.
    • Key behaviours for determining negotiating strategies according to personality.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    5. USING COOPERATION STRATEGIES

    • Introduction.
      • Reflect.
    • Collaborative strategies.
      • Criteria for improving negotiations.
    • Basis for collaborative negotiations.
      • That which brings us together.
        • Shared benefits.
      • Looking for alternatives.
    • Conceding.
    • Key behaviour for coperating when you come to an impasse in negotiations.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

     

    6. USING STRATEGIES FOR CONCEDING WITHOUT LOSING PROFITABILITY

    • Introduction.
    • Advantages of making concessions.
    • Aims of making concessions.
    • Keys for making concessions.
      • Do you know what will allow you to know the rules of the concessions?
    • Table of concessions.
    • Key behaviour for conceding without losing profitability.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

    7. HANDLING THE ‘NO STRATEGY’ STRATEGY

    • Introduction.
    • ´No strategy´ techniques.
      • Place.
      • Time.
      • Interruptions.
      • Lack of preparation or skill.
    • Key behaviour for controlling things that happen at negotiations.
    • Self-evaluation of knowledge.
    • Remember that... Summary of key ideas.

       

    8. CONCLUSIONS

    • Decalogue of good practices.
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