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?