Negotiation for Success

There is broad scope for negotiation in the business context, whether over the technical, legal and financial issues involved in the creation of a joint venture, the terms and contract implementation when subcontracting or outsourcing or, of course, the terms of your own remuneration package. Negotiation is a critical part of management activity, and it is important to have an understanding of its dynamics. This understanding can be the basis for informed practical action.

Much has been written on the topic of negotiation, ranging from anecdotal advice from 'successful' negotiators through to the micro analysis of phrasing in negotiation transcripts. The course focuses on those key strategic and behavioural aspects of the negotiation process which are appropriate in a wide range of business contexts.

In summary, the course helps to understand how marketing contributes to overall business strategy, while providing the conceptual, technical and interpersonal skills marketing managers need to communicate effectively in the business world.

The course “Negotiation for Success” consists of a study book and computer multimedia program (CD-ROM) that can be used on the learner’s personal computer as well as on the automatic “DOTSENT” system for remote training, allowing entries to the training software to be made from any location that is equipped and which has access to computer networks. The course contains nine parts with interactive lectures and tests.

• Traditional negotiation theory review

• Negotiation personality

• Behaviour microelements in negotiations

• Hidden agenda in negotiation

• Tactics and roles of negotiation participants

• Pressure and aggression in negotiation

• Manipulation and bargaining

• Art of questioning and answering

• Gain an insight into his/her readiness for negotiation

• Know the rules for preparing and holding negotiations

• Specify the negotiation goals

• Structure negotiations

• Make analysis of the main parts of the negotiation

• Divide attitudes and interests

• Make short and long negotiations

• Find mutually beneficial decisions

• Form necessary merits for a successful negotiation

• Administrate negotiations

• Avoid situations that arouse distrust

• Form an image of the opponent

• Make complements correctly

• Make constructive criticism and be ready to respond to criticism

• Know the principles of interaction with people in difficult situations

• Achieve initiative in relations

• Hold strong principles and manipulate negotiations

• Know methods to realize a hidden agenda in negotiations

• Resist the negative methods of the opponent

• Use and resist psychological tricks

• Use the tactic of counter-bargaining and the principle methods used in negotiations

• Choose different strategies to hold negotiations

• Discern the opponent’s strategy and be able to oppose it

• Know different negotiation tactics

• Deny accusations

• Answer the critic correctly