The Art of Negotiation - Basic Negotiation

Audience
The course is aimed at employees, managers, project managers and professionals who want a practical basis in negotiations in working life and private life. It is suitable for those who are new to negotiation, or who want to refresh skills related to communication, influence, handling disagreements and choosing a negotiation style.

Learning objectives
Participants will gain insight into what negotiation is and where negotiations take place in everyday life. They will learn common reasons why negotiations fail, and how mindset, emotions, preparation, process and culture affect the outcome. The course provides an understanding of the three dimensions of negotiation substance, process and relationship. Participants should also be able to distinguish between positional and collaborative approaches, as well as develop more self-awareness and awareness in their own negotiation practices.

After completing the course you will be able to

• Define negotiation and recognize the key components of a negotiation situation.
• See where negotiations occur in everyday life and use this to become more conscious in dialogues.
• Use active listening, good questions and clear communication to create better understanding.
• Identify common pitfalls such as win loss mindset, lack of preparation, strong emotions and poor communication.
• Plan a negotiation with a focus on relationship, process and substance.
• Explain the three dimensions of negotiation and balance them in practice.
• Distinguish between positional and collaborative negotiation and consider when what is best suited.
• Reflect on your own style, set development goals and practice systematically to get better over time.