Negotiation Techniques: how to achieve good results.

Description:
- 2- week program where you will learn how to use some key tactics in the whole process
of a negotiation and how to foster good relationships between the parties involved.
- This program is designed for staff with executive positions; therefore, here it is a brief
profile of the participants:
• Experience in management positions.
• Ability to prioritize relationships over numbers.
• Good strategic skills.
• Ability to learn fast.
• Good communication skills and active listening.
As future international negotiations have been foretold, it is important to carefully study
and analyze the cultural factors (e.g., language, traditions…) that play a key role in trust
and successful agreements.

Topics:
1. Terminology and Structure of a Negotiation.
Learn the key terms of negotiation and understand how the negotiation dance works to
reach successful agreements.
2. Stages of the Negotiation Process.
Identify and understand the importance of each phase.
3. Role of a good communication in Negotiation.
Understand the importance of effective communication for achieving good results and
the impact of Emotional Intelligence in successful negotiations.

In cases where there is a geographical barrier between the negotiators, it is very likely that
language and cultural difference could be an obstacle; therefore, it is necessary to take the
appropriate measures to establish clear communication, that is, that both parties are
understanding the same message.
Although one option would be a preliminary study of the cultural conditions of the region, it could
be ideal to establish a prior agreement to have an interpreter who can promote a correct and
fluid dialogue if necessary.

It is important to keep in mind, that most negotiations or most “successful negotiations” do not
happen overnight, patience! Observation and reflection are key factors to a good analysis and
are better for decision making. Time will also help to understand the way the negotiation is
moving (negotiation dance).

Throughout this program, you will see theory and have practical activities such as simulations
with your colleagues of some of the possible scenarios that can be presented. With this
methodology, you will have a better knowledge of the bases of a negotiation, recognize its
structure, promote good analysis and in turn implement innovative strategies. Also, recognize
that the basis of a good negotiation is empathy, good communication and trust; fundamentals
for determining long-term relationships and new negotiation opportunities.