This module is designed for managers or specialists that want to develop techniques and tools needed in negotiation.

• Preparation and planning of the negotiation;
• Starting, leading and closing the negotiation;
• Negotiation techniques and strategies;
• Negotiation styles;
• Non-verbal language;
• The negotiation table: exploitation of the unwritten rules;
• Negotiating from an disadvantageous position;
• Negotiating with difficult people;
• Mediators in negotiation.

For every subject there will be 3 stages to be completed:

1. Negotiation exercises. In every session participants will get the opportunity to negotiate with one or more colleagues.
2. Analysis. After every negotiation the results will be analyzed and main aspects of the negociation that took place will be discussed.
3. Agenda. During the 3 weeks, participants will deeply analyze their own negotiation style. They will register in a journal the strengths, but also the issues that require improvement, in order to develop their own competitive negotiation style.

Do you have any questions?

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