Calendar Evenimente

<< Jan 2021 >>
MTWTFSS
28 29 30 31 1 2 3
4 5 6 7 8 9 10
11 12 13 14 15 16 17
18 19 20 21 22 23 24
25 26 27 28 29 30 31
Negotiation skills

Structure of the Negotiation skills module

  • the negotiation process: definition & conditional agreement; philosophy & basics of negotiation; the 4 laws
  • preparing for negotiation: analysis of the conditions in which the negotiation takes place; establishing the objectives; BATNA; audit of variables & cost-value analysis
  • conducting the negotiation: positioning; exploring alternatives; obtaining approval
  • negotiation conduct & behavioral responses;
  • methods for handling obstruction.