This seminar introduces participants to the basics of negotiation understood as both an art and a science. Participants will be exposed to principled negotiation or negotiation on merits developed by the Harvard University Programme on Negotiation. Strong emphasis will be given to the importance of communication skills in the negotiation process as well as the ability to examine facts and figures in order to grasp their significance for the particular deal being negotiated.
The seminar has been designed for participants whose responsibilities demand that they engage in frequent negotiations. It includes practical exercises.
Interests, options, criteria, best alternatives, competitive/collaborative approaches
Dynamics of negotiation
Negotiation techniques and ploys
Managers responsible for negotiation activities.