SUCCESSFUL NEGOTIATIONS

1. Why focus on successful negotiations?

2. Negotiation preparation and plan
- Necessary planning and preparation time
- Preparing conversations - counterpart's interests, self interest, optional choices, attractive alternatives, conversational directions
- Defining negotiation methods
- Negotiations and company culture
- Data and information collection
- Assessing gathered information
- Setting negotiation goals
- Introducing negotiation parties
- Partner assessment form
- Negotiate conversation plan

3. Correct successful negotiation conduct
- Mental setting-up
- Being true to the self
- Positive mental make up
- Self-confidence
- Successful behaviour conduct
- Active listening skills
- Body language

4. Negotiation techniques
- Successful negotiation tactics
- Negotiation tactics and moral objectives
- Successful negotiation expressions
- Persuasion and collaboration tactics
- Consensual tactics
- Competitive style tactics
- Planning tactical negotiations

5. Negotiation principles
- Icebreakers
- Defining negotiation goals
- Observing non-verbal signals
- Attentiveness
- Active listening
- Capable and honest communication
- Successful conversing
- Clear point of view
- Ask questions instead of argumentative arguing
- Fairness and calmness
- Freedom of actions
- Win-win propositions
- End summaries

6. Twelve successful negotiation strategy rules

7. Negotiations sales rhetoric
- Self-presentation - Stage fright, body language, personal style
- Speech patterns - conversation topics, preparing conversations, structuring conversations, point of view
- Instruments – understanding agreements, emotions, visualizations, continuity, practice, sealing the deal

8. Special cases
- Dealing with ‘difficult clients’
- Dealing with rejection
- Negotiation speeds
- Understanding falseness
- Winning trust
- Avoiding revenge techniques

9. Harvard mutual gains negotiation techniques
- Behavior in negotiation and conflict resolution – distinguishing people from problems, centralizing interests to understand positions, assessing alternatives, decision making
- Partnership
- Tactics and confrontation
- Effective influence methods
- General assessment

10. Golden rules of negotiations
- Victory a consequence of preparation
- Parties are never to be blamed
- Goliath creative negotiations principle
- Attractive alternatives bring negotiation power
- Understand the other makes you understood