NEGOTIATING WITH INFLUENCE
The syllabus includes:
- Introduction to Negotiations and Core Negotiation Strategy
- Distributive Bargaining: Key Concepts
- Distributive Bargaining: Influencing and Claiming Value
- Integrative Negotiation: Value Creation
- Subjective Value
- Negotiation simulation
Module 1: Introduction to Negotiations and Core Negotiation Strategy
Using the live negotiations simulation platform, you will experience conflict, identify your own negotiation style, and dive into the basics of negotiation.
Module 2: Distributive Bargaining: Key Concepts
As you practice negotiating on price, you will gain an understanding of focal points, ZOPA, BATNAs, reservation price, common errors and three kinds of “no.”
Module 3: Distributive Bargaining: Influencing and Claiming Value
Discovering research into the science of persuasion, you will develop confidence in the principles of influence, anchoring, and value claiming.
Module 4: Integrative Negotiation: Value Creation
Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.
Module 5: Subjective Value
Evaluate the four drivers of subjective value and learn to strike a balance between claiming objective value and building subjective value.
Module 6: Practice Negotiation
5 practice hours involving negotiation simulations
The duration of the course is 3 days, held at the Diaplous Training Centre, Athens.