Phrases and behaviors in strategic negotiation

Area:

Relational Area

Expertise:

Conflict management and negotiation

Duration:

44m

Level:

Intermediate

Teacher:

Dr. Mirco Turco

Notes

Goals:

Implement negotiation strategies through cooperation, empathy and emotional control. Know the dimensions of an effective negotiation. Know what are the prohibited attitudes and the words that deny the premises for a good negotiation. Aspire to become a perfect negotiator by analyzing his fundamental traits, including optimal phrases and behaviors to adopt.

Plan:

1. NEGOTIATE THROUGH EMPATHY AND COOPERATION
Conflicts and emotions
Listening vs. feel
Early stages of the conflict
Relationship
Identify the problem
Connection
Active listening
Fundamental traits
Negotiations and emotions
Know yourself
Perceptions
No to single thinking
Control of emotions
Characteristics of negotiation
Empathy and cooperation
2. PHRASES AND BEHAVIORS OF THE PERFECT NEGOTIATOR
Communication, phrases and words of negotiation
Ethics
Ego
Empathy
Attention
Attitude
Adjustment
Explore the other party's concerns and positions
Exercises
Respect and dignity
Prohibited attitudes
Sense of superiority
Pretend to listen
Judging others
More pies
Minimal encouragers
Open questions
Emotional labeling
Paraphrase
Message I
Effective breaks
Summarize
Obstacles
Words to avoid
Pay attention to the “no” and the “why”
Phrases and behaviors that deny the premises for good negotiation
Phrases and behaviors necessary for good negotiation
Empathy
From theory to practice: the 6 Ps of the perfect negotiator
€ 140.00

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