THE ART OF NEGOTIATION
Develop the art and competence to successfully realize negotiations.
Understand the behavioral dynamics involved in the process and a set of useful tools for negotiating with partner suppliers and clients.
- The art of negotiation – based on the Harvard method
Key elements in negotiation: Planning; Power Analysis; Creation of Alternatives; Position and Interests; Objective Criteria; BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement)
- The importance of relationship building
- Negotiation styles
- Emotional control during negotiation
- Strategies and tactics