Description
The course is designed for participants to identify and practice a series of fundamentals and processes used in all negotiations, as well as a series of concrete skills and models that enable more efficient, logical, and long-lasting agreements. The goal is to introduce participants to the analysis of negotiation situations and practice the development of the main techniques or strategies to be used. This course provides the necessary training to conduct an effective negotiation, from the perspective of its foundation, and is applicable to all situations where we need to negotiate and achieve results that combine favorable conclusions with the least possible wear and tear.
Course Content
Introduction
Lesson I. Negotiation
Lesson II. The Negotiator
Lesson III. The Negotiation Process
Lesson IV. The Stages of Negotiation
Lesson V. The Personal Aspects of Negotiation
Lesson VI. Facing a Negotiation That Tends to Get Complicated
Lesson VII. The Process of "Selling" One’s Own Interest
Lesson VIII. Closing the Transaction. General and Particular Aspects
Lesson IX. Notes on Negotiation Styles
Lesson X. Closing the Negotiation
