Understanding the mechanisms of communication psychology |
Consideration of the role of the receiver. Psychological aspects of communication oriented towards the receiver. Forms of communication within the negotiation process |
What matters most during negotiation. TOpen communication vs. closed communication. Understanding the fundamentals of negotiation |
The ability to recognize negotiating situations. The significance of attitude towards disagreement and conflicts. The art of persuasive negotiation |
How to deal with powerful opponents and overcoming the classic obstacle of having the desire for success while retaining the virtue of humanity. Team negotiation requires discipline, trust and training |
Learn how to negotiate as a team. Recognize the different personality styles and roles of the negotiating partners. Defining your own role. Recognizing and utilizing psychological factors and opportunities of influence |
Establishing a negotiation map that outlines how to combine different roles, interests and areas of influence. Optimum preparation |
Learn how to efficiently prepare negotiations without the use of extensive check lists. Methods for problem solution within the negotiation and mediation process. Concepts of argumentation |
Argumentation techniques and their effects. The appropriate progression of information and argumentation. The (psycho)logical dialogue |
Questioning techniques – Arguments in dialogue and negotiation. Listening skills – Questioning – Argumentation. Fair-minded dialectical reasoning in negotiating situations |
Ways and resources to persuade using easily comprehensible language. Emphasizing customer’s benefit. Argumentation and cooperative negotiation |
Guidelines for argumentation. Motives for decision-making, value proposition.
Logical aspects of argumentation | Genuine and spurious arguments. Types of argumentation and speech.
Mastering closing techniques | Getting to the point, reinforcing mutually defined solutions without losing face. Reaching an agreement for measures to be taken and monitoring compliance.
Integrative strategies | Evaluation of negotiation results. How to create a win-win situations for both parties. The principle of giving and taking. The characteristics of successful negotiation.
Planning and Preparation | How to plan and prepare for dialogue. Negotiation strategies and tactics. Techniques of persuasion and closing.
Potential synergies | Utilizing potential synergies within internal conflicts of interest. How to assist your own staff to achieve optimum negotiation results.