Intended for:
Organizational, personnel, marketing, financial, etc. managers as well as buyers who want to improve their ability to negotiate better terms.
Challenge:
We negotiate every day. We agree on the terms of the contract with the supplier or customer. We explain the distribution of work and delivery forms with our partner. We talk with the employee about the paid salary and with the employer - about the received.
Sometimes after negotiations we can be happy - we have achieved the best possible outcome and even more! But other times, after the talks, the feeling does not go away - we are divided! Better conditions, if not quite "deserved", were certainly achievable.
How to ensure that such a feeling has a rational basis as rarely as possible?
The good news is that the frequency of such situations can be significantly reduced! True, more nuanced questions must be answered on the way to a solution. What outcome of negotiations can we call optimal? What should you think about when preparing for negotiations? How to get and keep the initiative? How to estimate the potential benefit of negotiations? How to strengthen or depict confidence? What can we learn about negotiation from other cultures? How does negotiation position affect negotiation tactics? How to systematically apply different techniques and avoid the opponent's tactics?
We will find answers to these and other questions in the seminar "Transactional negotiations".
Benefits of the course:
Improved ability to reach self-interested agreements with:
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answers to practical questions about real business situations;
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a deeper understanding of the interlocutor's train of thought;
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practical tools that can be used the same day;
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skills to prepare for negotiations and not to accept the first offer.
The participants will most likely recover the funds invested in the seminar already in the first discussions!
Mārtiņš Vecvanags
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Master's degree in business management, certified individual and team coach (Erickson International), member of the International Coaching Federation (ICF);
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20+ years of management experience in the Baltics, Caucasus, Poland, manager of 1000+ employees, with a turnover of 150M+ EUR;
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In 5 years, he trained 5000+ entrepreneurs and managers from the Baltic, Caucasus, Central Asian countries, USA, Spain, Sweden, Somalia, Israel, Italy, etc.;
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Conducted trainings at RIMI (ICA/Ahold), Elvi, Maxima, Sanofi-Aventis, GlaxoSmithkline, Takeda, Ernst&Young, Circle K, Latvijas Banka, Swedbank, Bank of Georgia, Citadele Banka, Expobank, Norvik Bank, Nordea, SAF Tehnika, Stream Networks, BTA, If Insurance, Compensa Vienna Insurance Group, Fazer, Orcla, Olvi Group, Severstal, Metlife, Nissan, etc.
Program:
Two days in person | 12 academic hours
Day I
PREPARATION
NEGOTIATION AREA
6 welldemic hours
TRAINING CONTENT
Negotiation theater - players, roles, rules
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"Fair" price vs. "negotiable"
Negotiation preparation and objectives
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List of questions, setting the stage
Gaining and maintaining initiative
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I discuss aikido
Potential business area
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How much and what can potentially be obtained?
Confidence and its effect on outcome
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Equipment for sellers and buyers
EXERCISES
Exercise:
Prepared role play and analysis of results
Exercise:
Keeping the initiative is a top issue
Exercise:
Influencing the beliefs of the other party
Day II
NEGOTIATION TECHNIQUES
SITUATIONS AND ACTIONS
6 academic hours
TRAINING CONTENT
Negotiating cultural differences
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What can we learn and take from others?
Conversation modes, temperatures, paces
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Actions in different situations, win-win
Conflicts and negotiations within one company
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Interest mapping
Negotiation dead ends
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Tactics and fact; ways out
Systematic application of different tactics
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How to use? How to resist? "The fake money"
EXERCISES
Exercise:
Homework analysis
Exercise:
Prepared negotiation case - role play and analysis
Exercise:
Role playing - getting out of the dead end
Reviews:
