معهد الدراسات المصرفية

المملكة الأردنية الهاشمية

Core Negotiation Skills


المحاضر تاريخ البداية تاريخ النهاية توقيت البداية توقيت النهاية مكان الانعقاد عدد الساعات سجّل الآن
2018-04-23 2018-04-26 16:30 19:30 عمان 12
سجّل الآن

(Objectives / الأهداف)

:

-  This course provides a thorough conceptual framework to help practitioners structure their efforts in negotiation, with theoretical and practical investigations of hard-bargaining vs. problem-solving approaches, interests vs. positions, value distribution vs. value creation, coercive leverage vs. normative leverage, short-term agreements vs. long-term relationships, and other considerations necessary to the development of effective overall negotiating strategies.

- This course will discuss skills necessary to successfully negotiate goals and objectives in your professional life.


(Contents / المحتويات)

:

- Defining Negotiation:

- Key skills for success .

- Types of negotiation.

- Phases of negotiation.

- Preparing for negotiation:

- Key to preparation.

- Identifying your hot buttons.

- Doing your research.

- Identifying your walk away positon (WAP) .

- Identifying your best alternative to a negotiated agreement (BATNA) .

- Working within the zone of possible agreement (ZOPA) .

- Responding to challenges:

- Ways to stay calm.

- Work with the other party, not against them.

- Don’t bring your baggage to the table.

- Avoid power struggles .

- Stay focused.

- Focus on a positive process.

- Creating a win-win situation:

- Keeping an open mind .

- Making the most of brainstorming.

- Thinking outside the box.

- Using your resources (Experts, Mediators, third parties).

- Identify common ground.

- Developing a sustainable agreement:

- What is a sustainable agreement?

- Getting everyone’s perspective .

- Reviewing the information .

- Outlining the options.



(Participants / المشاركون)

:

- Any person who is involved with negotiation to reach agreement and contracts or in preparing for reaching an agreement and people who deals with conflict.