Fundamentals of Negotiation
This program offers the essential elements to strengthen your negotiation effectiveness. It can be articulated over 1, 2 or 3 days, depending on the customer needs
Key topics include:
- Negotiation preparation
- Interests vs. positions
- Tactics
- BATNA (Best Alternative To a Negotiated Agreement)
- ZOPA (Zone of Possible Agreement)
- Strategies at the negotiating table
- Fundamentals on influencing
Multiple role plays, with video camera recording, are used to allow participants to apply the theory and get individual feedback.
