Business Negotiations:
Strategies and tactics

Dates: 16th and 17th April, 2020 | Time: 9AM – 5PM | Place: Mercure Hotel, Elizabetes street 101 | Registration fee: 445 EUR + VAT


To whom:

Managers of organisations, staff, marketing, finance, etc., as well as purchasers who want to improve their ability to negotiate better terms.  

Challenge:

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.

Gains:

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.
The participants are likely to recover the funds invested in the workshop in the first round of negotiations!

Trainer:
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.


Program:
Two training days/16 academic hours
DAYS/TOPICS CONTENT EXCERCISES
Day I

PREPARING

NEGOTIATION ARENA

Full day
8 academic hours

    
Negotiating theatre - players, roles, rules
  • “Fair” price vs “that can be agreed upon”
Preparation and objectives of negotiations
  • Question list, stage fitting
Getting and holding an initiative
  • Negotiation aikido
Potential deal zone
  • How many and what can potentially be obtained?
Confidence and its impact on results
  • Techniques for sellers and purchasers
Exercise:
Prepared role game and results analysis

Exercise:
Top questions for holding an initiative

Exercise:
Influencing the other side's beliefs
Day II

NEGOTIATION TECHNIQUES


SITUATIONS AND ACTIONS

Full day
8 academic hours

                                                   

                                      

Differences in negotiating cultures
  • What can we learn and take over from others?

Negotiating modes, temperatures, rates

  • Actions in different situations, win-win

Conflicts and interviews within a single company

  • Interest mapping

Negotiating deadlocks

  • Tactics and facts; ways to escape

Systematic application of different tactics

  • How to use? How to resist? “The fake money”                    

Exercise:
Homework analysis

Exercise:
Negotiated case - role play and analysis

Exercise:
Role game - getting out of the impasse                                              

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