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Negotiations
Everyday we negotiate with colleagues, family and friends. When
it goes well, not only the result is good, we often view the negotiation
as having been a positive experience. In the same way, when it goes
badly it is not just the result that makes us unhappy.
Negotiations are among the most complex situations that we face,
but have you ever stopped to think what makes for a successful negotiation
and what makes a successful negotiator? Modern negotiation theory
provides answers to these questions and can help us make a negotiation
successful not just for ourselves but for our negotiating partners
as well.
Seminar aims
The seminar gives the participant a clear understanding of the requirements
for successful negotiation. It also provides the opportunity to
practice both the theory and the English language frequently used
in this situation in realistic negotiating situations.
The seminar answers these questions:
....Which
negotiating strategy leads to the best results?
....What
qualities does a negotiator need in order to be successful?
....What
is the English you need to know to help you negotiate successfully?
These elements form the core of the course and are continually practiced
in a variety of situations.
Two other mini-lectures cover important aspects of negotiations
and offer insights into how to reach your goals when dealing with
difficult negotiating partners.
....Psychology
and negotiations
....Difficult
negotiations and how to deal with them
Finally, the seminar looks at the role that culture plays in negotiating,
a crucial area in international business and one that is too often
neglected. The German negotiating style is very different from other
cultures and can often result in sub-optimal agreements or no agreement
at all. Understanding your own style and developing intercultural
sensitivity are key to successful international negotiations.
All elements of the course are practiced in a series of negotiation
simulations. Individual coaching and written feedback covering both
language and negotiation skills is given.
Who is the seminar for?
For any employee that has to negotiate, epecially those using the
English language.
Seminar Contents
....Negotiation
theory – A framework for success
....You
the negotiator – Preparation, attitudes, psychology
....How
do I say that in English? – Word power for negotiations in
English 1
....How
do I say that in English? – Word power for negotiations in
English 2
....Why
did I just agree to that? – The psychology of negotiations
....I
win - you lose - dirty tricks – Recognising and dealing with
difficult negotiation
........ situations
....We
do it differently – How culture affects the way people reach
agreements
....Negotiation
simulations
Seminar size
There is a maximum seminar size of eight.
Individual coaching is also available.
Seminars can be customized to your individual needs.
For further details contact Sariska.
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