Evaluate purchasing negotiation skills (personal assessment) Review of accomplishments and difficulties encountered Develop ability to manage complex or high-stakes negotiations Fundamental components of a negotiation Negotiation variables : analyzing conflict, determining issues at stake, evaluating power relationships The five fundamental negotiation relationships The three negotiation skills : self-control, flexibility, managing pressure Negotiation techniques, tactics and strategies Learn how to manage conflict situations Recognizing the causes and mechanism of conflict Conflict resolution methods applied to different situations Dealing with the conflictual attitude of the seller Conduct negotiations in a group or as part of a team Reasons for and objectives of conducting negotiations in a group or as part of a team Dividing up roles Pitfalls and obstacles when negotiating in a group or as part of a team Being assertive during a negotiation Psychological and behavioural aspects of negotiating Affirm ability to negotiate and develop skills of persuasion: outlook on life, assertiveness, consensus Active listening and anticipating seller reactions Applying NLP (NeuroLinguisticProgramming) : synchronization, verbal and non-verbal means of communication, different sensory registers Develop ability to adapt to the personality of the seller Mental preparation Practice complex or high-stakes negotiations Practice through suitable case studies Film-recorded role plays |
