Course Objective
The course is intended for those who deal with negotiations in their professional work. The materials included in the course will help users to thoroughly learn the issues connected with the theory of communication, as well as to understand the idea of negotiations and the image of a modern negotiator. Numerous exercises and simulations will help the course participant to practice various negotiation strategies.
The role-players of the course are a young married couple at a very important stage of their professional and private lives. New life circumstances determine new assignments that often require concessions and compromises. A university professor who specializes in interpersonal communication helps Paul and Monica to learn negotiation strategies. His explanations make things which are apparently complicated become understandable and simple.
The married couple deals with situations known to the course participants from everyday life. Such a solution gives to the virtual world images from authentic life, and learners can more easily identify with the role-players. Knowledge provided in this way, and supported by numerous examples from life, becomes more familiar and easier to assimilate.
Table of contents
Part 1
What the negotiation is - definitions and the most essential issues
- The art of agreement, the art of negotiation, definitions
- The theory of conflict
- Methods of solving conflicts
- When it is worth, and when it is not worth leading the negotiation
- Negotiation attitude: a parent, a child, an adult
- Three possible outcomes of negotiation
- Soft negotiations
- Hard negotiations
- Problem-solving negotiations
Part 2
Communication first - issues on the theory of communication
- Negotiations are communication - introduction
- Golden rules of conversation - the rule of quantity
- Golden rules of conversation - the rule of quantity cont.
- Golden rules of conversation - the rule of quality
- Golden rules of conversation - the rule of relevance
- Golden rules of conversation - the rule of diction
- Communicative situation - the consistence of body-language and speech
- Communicative situation - components
- The visible and hidden aspect of communication
- The visible and hidden aspect of communication cont.
- Nonverbal communication - introduction
- Body-language in communication
- Types of distance
- Posture
- Voice tone
- Intonation
- Gestures
- Facial expression and eye contact
- Emotional intelligence - theory and definition
- Emotional intelligence in practice
- Active listening
- Rules on listening. Paraphrase.
- Additional valuation. Mirroring.
- Signs of paying attention
- The art of interrogation
- "The magpie; the thief" - a manipulative trick
Part 3
The image of a modern negotiator
- Self-image - introduction
- Formal dress code for women
- Less formal dress code for women
- Less formal dress code for men
- Formal dress code for men
- Manipulation - "a poor villager"
- Sources of power in negotiations
- Aspirations and abilities of a negotiator
- Attitudes to own goals
- Attitudes to own goals cont.
- Profile of a negotiator - exercise
Part 4
Preparation for negotiation
- Stage of preparation for negotiation
- Basic preparative actions
- Goal analysis and objective criteria
- Determination of BATNA
- Determination of BATNA in practice
- Search for information
- Preparation of positioning strategy
- Preparation of positioning strategy cont.
- Manipulation: "A puppy's trick"
- "A puppy's trick" cont.
- Preparations for problem-solving strategy
- Differences between strategies
- Organizing a negotiating team
- The choice of meeting place
- The arrangement of interlocutors at the table
- Arrangements at the table - exercise
- Manipulation: good cop, bad cop
Part 5
The course of each negotiation strategy
- Negotiation strategies - introduction
- Initial arrangements
- Positional negotiations
- The chart of positional negotiations
- Opening
- Concessions
- Detecting the compromise limit of the opposite party
- Concessions cont.
- Manipulation attempt
- "A good friend"
- Overcoming a deadlock
- Problem-solving negotiations
- Overcoming a deadlock
- Stages of problem-solving negotiations
- Principles for leading problem-solving negotiations
- Types of procedures in problem-solving negotiations
- Consequences of applying the positioning strategy
- Consequences of applying the problem-solving strategy
- Comparison of strategies - exercise
- The puppet show
- Final Test
Part 6
Negotiations in trading situations
- Styles of salesmen's behaviour
- Styles of salesmen's behaviour cont.
- Factors creating price.
- Price reduction and possible reactions of a client
- Example reasons for which people haggle over prices
- How to argue - exercise
- Selling the services
- Overcoming the client's conditions
- "Trick with the camel" and "The Monkey's trick"
Part 7
Final test |
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