Executive Training Programs: Organizational Skills. Negotiation and Conflict Management.
This program is designed for participants to identify, understand and practice a set of concrete fundamentals, processes, skills and models used in every negotiation. The goal is to build more efficient, logical and lasting agreements, reducing wear and tear and increasing strategic capacity in cooperative, competitive or complex situations.
Online or in person, on the indicated dates.
10 classes of 2.5 hours each.
Also available for closed groups within companies or organizations.
Study Plan
The course introduces participants to the analysis of negotiation situations and to practicing the main techniques and strategies to use. It provides the training needed to conduct an effective negotiation from its fundamentals, and applies to every situation where there is a need to negotiate and obtain favorable results with the least possible wear and tear.
We all negotiate from the first days of our lives to the last. Yet in many countries negotiation is not treated as a discipline that deserves to be taught and trained systematically. As a result, unsystematic experience often replaces structured training, and the difference between improvised or intuitive negotiators and professional negotiators becomes obvious.
It offers a set of instruments and tools organized into a method that differs substantially from the best-known approaches. Throughout the course, participants become able to face most negotiation situations, interpret their dynamics and apply tools that reduce wear and tear and improve the possible results.
Work Plan | Focus of Each Class
Over ten classes, the program covers in depth the fundamental instruments needed to begin transforming the way you usually negotiate.
From the perspective of the new model, we start by understanding the need to know in depth the tools and instruments you will use. Only with that knowledge is it possible to move toward a methodology that changes the thinking, the perspective and the adaptive approach needed to obtain different results.
The program works on the structure, functioning and conduct of a results-oriented negotiation. To do so, we study planning, information management, tactics, strategies, emotional expressions, overcoming deadlocks and building satisfactory and sensible agreements.
Class Plan
1. Negotiation
- Definition, characteristics and components.
- The negotiation climate and how to detect or change it.
- Objectives: abstract versus concrete.
- Measurement and time.
- Managing timing, tactical pauses and strategic pauses.
- Situational and evolving control of the negotiation process.
2. The Negotiator
- Knowing yourself and your own style.
- Needs and interests.
- Reflective analysis of our attitudes.
- Personal choices during the negotiation process.
- Team negotiation.
3. The Negotiation Process
- How the process evolves and its components.
- The need for analysis time.
- Anatomy of the process.
- Physiology of the process.
- Pathologies that appear in negotiation.
- Harmonious functioning of the components.
4. The Stages of Negotiation
- Preparation.
- Gathering information and interests.
- Defining your own interests.
- Planning.
- Developing alternative paths.
- Developing strategies and tactics.
- Stages of the debate.
- Seeking the close.
- When not to close, or how to avoid a bad agreement.
5. Personal Aspects of Negotiation
- Emotions and their influence.
- The halo effect.
- Empathy.
- Listening and understanding systems.
- How to handle a negotiation that is turning “dirty”.
- Changing fronts as a tactic.
- Collision techniques and the jiu-jitsu system.
6. Recognizing the Other Party
- Behaviors and needs.
- Recognition and managing recognition.
- Motivations, social structure, frustrations, fears and aggression.
- Negotiator empathy: seeing through the other’s eyes.
- Analyzing positions to uncover interests.
- Interests of confrontation, convergence and divergence.
- Objective handling of the other party’s interests.
7. Selling Your Own Interest and Generating Options
- The process of selling your own interest.
- Gaining trust and understanding the need.
- Searching for mutual-gain options.
- Protecting our interest.
- Exploiting additional positions during the negotiation.
8. Deadlocks and Unblocking Situations
- Techniques to unblock deadlocked situations.
- The Wheel of Options.
- The Spider Web.
- Situation diagnosis.
- Detecting positive and negative attitudes.
- Learning to position yourself in front of the other party.
- Resources available to approach effectively.
9. Questions, Objections and Difficult Styles
- Using questions.
- “No”s and objections.
- Overcoming the fear of closing.
- Notes on negotiation styles.
- How to resolve situations with others.
- Detecting the other party’s style.
- How to talk with a difficult counterpart.
- How to link their needs to the agreement.
- Resolving negotiation blind spots.
10. Closing the Negotiation
- Final and temporary closing situations.
- Partial agreements.
- When it is better not to close in unfavorable conditions.
- Managing timing and its meaning at the close.
- Recommendations on agreements.
- Following up on what was agreed.
- The true close of the negotiation.
Who Is It For?
For anyone who needs to improve how they handle negotiation situations personally and professionally. Also for those who want to start a path toward professional negotiation and gain a deep understanding of its dynamics between individuals, within organizations and in human groups.
It applies to every field of activity, including international negotiations, offering a solid foundation for action.
Additional Tools
Each course is made up of practical tools that participants can apply to their own reality from the very beginning.
- TED talks.
- In-depth articles.
- Worksheets.
- Supplementary videos.
- Resources to broaden the practical base of each topic covered.
A Program to Negotiate with Method
This program develops a clearer, more strategic and professional view of negotiation. The goal is not simply to close deals, but to understand the process, reduce wear and tear, avoid tactical mistakes and build stronger, more sustainable and more favorable results.
