PROJEKT WSPÓŁFINANSOWANY PRZEZ SZWAJCARIĘ W RAMACH SZWAJCARSKIEGO
PROGRAMU WSPÓŁPRACY Z NOWYMI KRAJAMI CZŁONKOWSKIMI UNII EUROPEJSKIEJ

PROJECT SUPPORTED BY A GRANT FROM SWITZERLAND THROUGH
THE SWISS CONTRIBUTION TO THE ENLARGED EUROPEAN UNION

Negotiations

Training description

Trainings conducted by us are always interactive workshops. Practical instructions as well as theoretical knowledge are transferred in the form of mini lectures supported by a multimedia presentation and many examples. The workshops are based on verified training methods, have the form of exercises, tests case studies. The process of solving case studies proceeds according to the following stages:

  • brainstorming,
  • ideas verification,
  • ideas periodification,
  • determination of final workshop product.

Apart from these methods of conducting workshops, coaches use other active forms of classes – workshops take the form of interactive meetings. A distinctive feature of the presented offer is richness of practical training elements, enabling participants on a current basis to exercise the discussed issues and remember correct habits.

What distinguishes us?

  • we give the classes an individual training character,
  • we modify program elements depending on the preferences of participants,
  • we rely mainly on true examples and contemporary circumstances,
  • we train behaviors and actions based on real problems simulations,
  • we offer workshops with the use of a camera and microphone,
  • we use effective training methods: exercises, tests, role playing, simulations, case studies.

 

Training program

Our trainings are based always on implementation of practical tasks, which will enable obtaining additional skills and verifying the acquired knowledge, along with indication of application in the real action. The detailed program of this module is presented below:

Basics of NLP

  • Building positive image with the use of communication techniques
  • Methods of active listening
  • Understanding what is not heard during conversation
  • The language of persuasion in communication
  • Defense against verbal manipulation
  • Representative systems
  • Meta programs
  • Presuppositions
  • Persuasive marketing

Negotiations as an element of the communication process

  • Planning and preparation for negotiations
  • Preparation of negotiation goals and arguments to support them
  • Decision-making in the process of negotiations
  • Conflict in negotiations and ways of its solving, conditions of the conflict, the course of the conflict, how to cope with conflicts in negotiations
  • Styles of negotiation (competition, cooperation, factual style, integration negotiations)
  • BATNA for specific negotiation situations
  • Difficult negotiation situation
  • Catalogue of factors hindering the process of negotiations
  • Team negotiations
  • Negotiating simulative games
  • Deliberate management of the negotiation process
  • Opening the sale process
  • Methods of closing the sale process
  • Overcoming objections

Responding in difficult negotiation situations (criticism, objections, different opinions etc.

  • Reasons for different opinions, substantive and personality
  • Techniques of conduct in the case of different opinions