Strategies and tactics
DURING THE SEMINAR THE PARTICIPANTS WILL
- gain a better understanding of what is going on in the heads of the opposition during negotiations
- find the answers to questions in practical discussions about actual business situations
- receive very practical tools that can be used on the very same day
- see the direct benefits from preparing for the conversation with the opposition and from rejecting the first offer
- most definitely recover the seminar fee already at their first negotiations
- professional buyers
- professional sellers
- specialists who organise negotiations every day, including company managers, human resources managers, marketing managers, finance managers and others
- anyone who is willing to improve their ability to negotiate better terms
Target group: maximum number of participants – 12
Amount: 2 days (16 hours, including the breaks)
Introduction. Rules, program objectives, personal focus and expectations.
Theatre of negotiations. Negotiations are a theatre. Parties do not demonstrate their actual conditions or needs, only what is beneficial. Why are negotiations necessary? The main preconditions for truly successful negotiations. Fair price or a price that we can agree upon – axiom of negotiations.
Preparing for negotiations. What should definitely be prepared before negotiations and what else should be prepared – preparation checklist. Facilitating the negotiation “stage” – opening the conversation, rules, wishes and roles of both parties, room layout and other minor, but important tools.
Negotiation management tool No. 1. To hear! Taking the initiative and maintaining it, using “Aikido of negotiations”.
Confidence. Zone of Potential Agreement concept. Before you see numbers changing, you have to change confidence area. Effects of confidence on the result. Influencing and changing confidence. Techniques and advice for sellers and buyers.
Does everybody organise negotiations the same way? The gene of negotiations or actions to be taught. What we can learn from other cultures, including Chinese, Arabs, French, Japanese, and how we can use it in practice, even if we are not negotiating abroad. Other national traits and how we can benefit from them in our work.
Negotiation modes. Negotiations are not a homogeneous prose, and the ability to change the pace and temperature is very important. Aggressive negotiators actions in highly competitive negotiations. The effects of the personal situation and motives of the person who negotiates (what do we not see?); negotiations for mutual benefit (cooperation) – how to find “win-win” situations. The strengths and disasters of organisations – mapping of organisations with conflicting interests within one company.
Ending up in deadlock negotiations. Deadlock as a fact and as a tactic. Why is negotiation deadlock necessary and how to escape it? Practice escaping deadlock.
Summarisation of tactics. What should we do with tactics that we face every day? How can we use them and how can we resist? How to use “fake money” and how not to fall in its trap?
N.B.! At the end of day No. 1 participants receive quick negotiation homework, that is discussed in the morning of day No. 2.
FEEDBACK FROM PARTICIPANTS
Two great days. Professional coach with extensive experience. Well organised, valuable cognitions, positive emotions. Hard to suggest anything, if I really evaluate this event with the top rating! Thank you, Mārtiņš!
What I enjoyed the most was the positive atmosphere and the many examples from life. Team work and tasks, repeating things that have been long forgotten. Very many good cognitions for yourself!
Nordea Bank AB
Mārtiņš is a creative person who is able to maintain the strategic setting and involve the participants, creating a motivating environment. He is able to demonstrate how theory can be transferred to practice. It is very pleasant to work with Mārtiņš.
I can say that the training definitely exceeded my expectations. I found out entirely new things or maybe some things already known in a slightly different light, which makes you actually think and notice many opportunities around yourself, makes you see things differently. Thank you!
I learned that you should not only speak during negotiations, but that it is also important to hold back and find a solution, in order to reach an agreement on beneficial terms. I really enjoyed the atmosphere and the information was simple and easy to perceive. I gained new information about negotiating. The lesson helped me to know my colleagues better.
A powerful cognition – if I want to reach results that I can benefit from, it is important to remain silent for a while after hearing out the offer. I really enjoyed the atmosphere, the people, the lecturer, good suggestions that can be used every day.