Förhandling, förhandlingsteknik och förhandlingens psykologi
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What is in the course?
6 Modules and 18 questions
Module 1: Introduction to advanced negotiation.
Course objectives
- Structure the way you prepare the negotiation.
- Negotiate pro-actively.
- Learn through structured reflection.
Neuro negotiation
What do we mean by the blue and red system?
Negotiation from a brain perspective.
Perspectives
Are there different ways to look at the negotiation process?
Are there different types of negotiations?
Module 2: Preparation phase
Preparation
What do you have to do in order to be well-prepared?
Goal Setting
What mindset should you have when you decide on your goal?
Negotiation strength
How can you estimate your bargaining power in relation to the other party?
Tactical plan
How to think about:
- What to do?
- When to do it?
- Where to do it?
- How to do it?
Module 3: Information phase
Relationship
How can we encourage communication?
Influence
How do we influence each other during a negotiation?
Information
How do you gather information during a negotiation?
How do you deal with the communication process without weakening your negotiation strength?
Conclusion
Module 4: Bargaining phase
Opening
When, where and how?
Bargaining
How to divide value?
How to create value?
Style
What is your bargaining style?
Module 5: Closing phase phase
How can we close the negotioation effectively?
When to enter the closing phase?
How to make sure there are no missunderstandings?
How to get a commitment from the other party?
Module 6: Reflecting
How to keep on improving as a negotiator?
What are the four levels of depth when you reflect?
What are the 15 questions to ask you self after a negotiation?