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
Emotional control during negotiation
Strategies and tactics
We negotiate all the time – in life and at work.
By investing time and energy learning the art of negotiation, professionals will notice a significant increase in their effectiveness in the process of building work partnerships, consecution of objectives and organizational targets and personal gratification in the process.
Good negotiation requires self-esteem, a good planning and lots of communicative and persuasive skills
METHODOLOGY: Case studies, practical exercises, videos and simulations of real situations