NEGOTIATION SKILLS TRAINING Geneva, Vaud, Valais, Neuchatel, Fribourg, Zurich

The goals of this course on negotiation skills are:

To acquire negotiation skills and to practice negotiating.

Participants

Anyone who has to negotiate as part at work.

Course requirements

No special knowledge required.

Practical exercises

This course, which is based on realistic simulation exercises and a comparison of different practices, will equip participants with techniques that can be employed directly in the field.

Training programme for the art of negotiation skills

Organising and structuring negotiations

What does negotiation mean?
The different parts of a negotiation
The different types of negotiation
Concept of disagreement between two parties:

• shared values
• secondary conflicts

Setting the goal of the negotiation:

• Exploiting the opposing party’s game and how to avoid your own strategy being uncovered

Strategy and tactics:

• How to use the common goal in negotiations to keep the focus on the ultimate objective
• Learning how to distinguish between emotions and logic

The dynamics of the negotiating process: basic tools and techniques

The argument:

• Organising your thinking
• Prioritising arguments based on the goals to be met

Belief: supporting the project and presenting clear arguments
Listening and persuasion:

• Respecting the other party
• Using the opposing party’s arguments

Concluding

The negotiating sequence

Learning how to prepare for negotiations
Understanding the different steps to follow to control the situation
Learning how to handle objections
Learning how to analyse and deal with difficult situations
Learning how to close a deal and turn it into action

Similar types of training courses:

• Training- Acquiring and retaining customers (Geneva, Vaud, Valais, Neuchatel, Fribourg, Zurich)
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