Strategies and tactics
Dates: 16th and 17th April, 2020 | Time: 9AM – 5PM | Place: Mercure Hotel, Elizabetes street 101 | Registration fee: 445 EUR + VAT
Managers of organisations, staff, marketing, finance, etc., as well as purchasers
who want to improve their ability to negotiate better terms.
Every day we negotiate. We agree the terms of the contract with the supplier or customer. With the partner, we explain the job allocation and the deliverable forms. We are talking to the employee about the salary paid and with the employer about received one.
Sometimes after the negotiations we can be happy: we have achieved the best possible outcome and even more! But other times, after the talks, it doesn't make sense – we've been divided! Better terms, if not exactly 'due', then surely achievable!
How to ensure that the rational basis for this feeling is as sparse as possible?
Good news: the frequency of such situations can be significantly reduced! The court, on the way to a solution, must answer more nuanced questions. What outcome of the negotiations can we call optimal? What should I think about in preparation for negotiations? How to get and hold a negotiating initiative? How do I estimate the potential benefits of negotiations? How to strengthen or fake confidence? What can we learn from other cultures about negotiating? How does the negotiating position affect negotiating tactics? How do different techniques systematically apply and avoid adversary tactics?
We will find answers to these and other questions in the “Business Negotiations” workshop.
Improved ability to reach an appropriate agreement through:
- answers to practical questions about real business situations;
- a deeper understanding of the negotiating partner's thinking;
- practical instruments which can be used on the same day;
- the skills of negotiating and not accepting the first offer.
Mārtiņš Vecvanags, MBA
- Master’s in Business Administration, certified individual and team coach (Erickson International), member of International Coaching Federation (ICF);
- More than 20-year experience in the management in Baltics, Poland and Caucasus, executive for 1000+ employees, with 150M+ EUR revenue;
- In 5 years trained 5000 + businessmen and leaders from the Baltic, Caucasus, Central Asian countries, USA, Spain, Sweden, Somalia, Israel, Italy, etc.;
- Trained Rimi (ICA/Ahold), Elvi, Maxima, Sanofi-Aventis, GlaxoSmithkline, Takeda, Ernst&Young, Circle K, Bank of Latvia Swedbank, Bank of Georgia, Citadele Bank, Expobank, Norvik Bank, Nordea, SAF Tehnika, Stream Networks, BTA, If Apdrošināšana, Compensa Vienna Insurance Group, Fazer, Orcla, Olvi Group, Severstal, Metlife, Nissan, etc.
8 academic hours
Negotiating theatre - players, roles, rules
Prepared role game and results analysis
Top questions for holding an initiative
Influencing the other side's beliefs
SITUATIONS AND ACTIONS
8 academic hours
Differences in negotiating cultures
Negotiating modes, temperatures, rates
Conflicts and interviews within a single company
Systematic application of different tactics
Negotiated case - role play and analysis
Role game - getting out of the impasse