EMTA
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Negotiation Skills - Creative and Balanced Agreements
 
 
NEGOTIATION IS FUNDAMENTALLY A PROBLEM-SOLVING TOOL
 
 
LEARN HOW TO:
  • deal with issues and gain agreement
  • negotiate firmly but fairly
  • recognise the needs and interests of others
  • close on acceptable and balanced results
AIM TO:
  • prepare the negotiation properly
  • set a range of objectives for flexibility
  • define limit, starting point and range
  • plan concessions
  • seek firm results
ESTABLISH:
  • your goal
  • a strategy
  • the ability to trade
  • control
  • an assertive style
  • balanced agreements
 
OBJECTIVES
 
The seminar enables participants to:
 
Prepare
  • know what they want to achieve
  • set objectives
  • define their limit and best position
  • plan concessions and set-up a strategy
Communicate
  • present proposals clearly
  • listen carefully to counter-proposals
  • manage the discussion
  • question, listen, problem-solve, note-take and summarise actively
Negotiate
  • open firmly with their best position
  • make sure all proposals are clear, conditional and to the point
  • give nothing away - trade - test the other side
  • follow and review the strategy - change where necessary
  • avoid deadlock where it is possible
  • create movement between the parties – close the gap
  • set-up agreement
  • be firm but fair
Get Agreement
  • avoid fixed positions – have a concessions plan
  • seek a solution between the limit and the best position
  • focus on needs and interests and deal with conflict
  • manage signals, impressions and the perception of the other side
  • reach solutions acceptable to both sides
 
 
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