Keys to Improve Our Negotiation Style

STUDY PLAN

This course focuses on difficult conversations that address complex challenges and conflicts. What we do most in our jobs, professional practice, and many of our personal relationships is communicate and converse.

However, the question is: Are we doing it effectively? And going even further: Do we develop an effective technique for it?

From this starting point, we converse to lead, delegate, motivate, and supervise. We engage in conversations during meetings, on the phone, through electronic media and systems, etc. We communicate with collaborators, with our team leaders, with team members we manage, with suppliers, with clients, and, in some cases, even with ourselves.

All of these conversations cannot happen in just any way or direction; they have a purpose and must be guided. Someone must steer them towards a goal.

And they often become difficult conversations when we want to talk but the other person hasn’t fulfilled their obligations, when we encounter lower-than-expected performance, or, for example, when a working style causes disruptions within the rest of the team.

Difficult conversations are dialogues that are perceived as complicated at the moment they happen or during their planning because the topic being discussed may hurt one of the participants, provoking emotions that, if not controlled, can lead to unpleasant situations and cause conflicts.

In summary, this course will allow you to view the organization as a network of conversations and interactions, which we can act upon and influence, positioning ourselves as facilitators of those conversations that are perceived or anticipated as difficult and are often postponed. With this course, we aim to provide the tools to make them possible and truly effective.

WORK PLAN | Focus of Each Class

Through five classes, the program delves into what we consider the most complex challenges within communicational exchanges. We have previously seen that one of the main generators of conflicts in human relationships are difficulties in communication. These challenges stem from various origins that may present individually or complementarily: poor communication, excessive emotionality, or even the difficulty of expressing certain things intelligently with particular delicacy and tact. We are convinced that this training will not only help reduce conflict levels but also lead to substantial improvements in both individual and group productivity.

CLASS PLAN

Class 1 | Observing Communication Styles

• How to identify and effectively engage in conversations with each particular communication style, aiming to minimize conflicts.

Class 2 | Attending to the Substance and Form of Interactions

• Managing complaints and grievances.
• Handling and recognizing situations with emotional overflow.

Class 3 | Managing Conflict within Difficult Conversations

• A Mediate or negotiate.
• B Expose.
• C Investigate.
• D Prepare.
• E Agree.

Class 4 | Distinguish and take advantage of “what is not said”.

• Focus on what is not said.
• Listening, silence, and what the other person does not want to say.

Class 5 | Adopting behaviors to be effective in these conversations.

• Feedback, corrections, clarification, and clarifications.
• Addressing gaps, misunderstandings, and mistakes.
• Closing difficult conversations with their corrections. The search for compromises.

¿Who is it intended for?

This is an ideal course for independent professionals, managers, and middle management who want to manage their conversations more humanely and intelligently, but especially their interactions across the entire organization (human resources, management control, quality management, marketing and sales, logistics, etc.). It can also be of great importance for independent professionals, trainers, teachers, and mentors.

Additional tools:

Each course is composed of concrete tools that participants will find applicable to their reality from the very beginning.

We provide a series of in-depth resources (TED Talks, articles, worksheets, and videos) so that participants can expand their resource base for each topic addressed in the classes.