Integrative negotiation

Area:

Relational Area

Expertise:

Conflict management and negotiation

Duration:

1h 48m

Level:

Intermediate

Teacher:

Dr. Renato Votta

Notes

Goals:

Know the tools of integrative negotiation in order to acquire specific skills in negotiation in work contexts. Test your skills and abilities in professional conflict management. Masterfully manage all negotiation and negotiation situations and phases, using creative, constructive and positive negotiation strategies and techniques.

Plan:

1. Advantages and opportunities
Alternative relational methods to negotiation
Preparation phase
Identification of the strategy
Comparison phase
Explore and express needs and interests
Negotiation proposal phase
2. Negotiation and negotiation skills
Characteristic elements of negotiation
Negotiator's fixed points
Negotiation strategies and tactics
Distribution and integrative strategy
Negotiation styles
What effective negotiators reduce
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