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Σκοπός Σεμιναρίου

After attending this course you will be able to:

  • Use the BNS® Advanced Negotiation Dashboard to analyse yourself, your team and your counterparties

  • Use the BNS® framework to present your arguments in a format that will have universal appeal & increase the likeliness of their acceptance by your counterparties

  • Use the TKI® framework to analyse the negotiation environment & select the most appropriate strategy for every negotiation

  • Use the BNS Tactics Selector™ to select & counter the most often used tactics in business negotiations

  • Use the BNS Advanced Negotiation Dashboard™ to effectively prepare for both simple & complex negotiations

  • Participate in complex negotiation simulations to experience and analyse both the sell side and buy side of commercial negotiations

  • Use the BNS Team Composer™ tool to effectively structure negotiation teams.

  • Use the six principles of persuasion to increase the effectiveness of your arguments.

  • Use the BNS Negotiation Climate Tool™ to create the most appropriate climate for negotiation

  • Use the BNS Cross Cultural Negotiation Tool™ to prepare for cross cultural negotiations

  • Use detailed feedback gained from participating in & observing various negotiation simulations to refine your own negotiation performance

Το σεμινάριο Απευθύνεται

This course is aimed at negotiators with 7 to 10 years + business or similar experience. Peer level interaction is an important component of the success of this workshop. All attendees must engage in a telephonic screening discussion to qualify for attendance to this workshop. 

Διάρκεια Σεμιναρίου

Το σεμινάριο διαρκεί 24 ώρες

Προϋποθέσεις Συμμετοχής στο Σεμινάριο

Η συμμετοχή στο σεμινάριο προϋποθέτει επαγγελματική εμπειρία.

Συνοπτικό Πρόγραμμα Σεμιναρίου

Day One

Agenda

09H00 to 09H30

          Welcome & Introductions

09H30 to 10H30

Commencement Negotiation Simulation

  • Delegates receive a detailed brief as part of their joining instructions.
  • Delegates are asked to prepare for the Commencement Negotiation Simulation prior to attending the workshop. The commencement simulation serves to create a reference point for the balance of the workshop.

10H30 to 10H45

Refreshment Break

10H45 to 12H30

Understanding my negotiation preferences using the BNS® framework:

  • How can we better understand & respond to our counterparties?

  • How can you best understand & meet the needs of your counterparties?

Supported by exercise

12H30 to 13H30

Lunch Break

13H30 to 15H00

Business Negotiation Strategy

  • Understanding your preferred negotiation style using the TKI framework

  • How to select the most appropriate strategy for any negotiation.

Supported by negotiation simulation & exercise

15H00 to 15H15

Refreshment Break

15H15 to 17H30

Applied Advanced Negotiation Tactics & Techniques

  • Delegates are immersed in a negotiation simulation where they have to use both positive & negative negotiation tactics whilst countering the tactics being used by their counterparty.

Supported by negotiation simulation


Day Two

Agenda

09H00 to 10H30

          The Art & Science of Persuasion
          Supported by practical exercise    

10H30 to 10H45

Refreshment Break

10H45 to 12H30

Negotiation Climate

  • How to shape the negotiation climate so as to support the execution of your selected negotiation strategy using the TNA Negotiation Climate Tool™

  • Preparing for cross cultural negotiations using the TNA Cross Cultural Negotiation Tool™

Supported by practical exercise

12H30 to 13H30

Lunch Break

13H30 to 15H00

Preparing for negotiations using the Advanced Negotiation Dashboard™

  • Delegates prepare for the final observed negotiation simulation

15H00 to 15H15

Refreshment Break

15H15 to 17H30

Observed negotiation simulation

  • Delegates participate in and observe a complex negotiation simulation. The outcome is contrasted against the commencement negotiation simulation.

Summary & close

Μεθοδολογία Υλοποίησης Σεμιναρίου & Οπτικοακουστικά Μέσα

Πριν την έναρξη του προγράμματος ειδικά ερωτηματολόγια ανάλυσης αναγκών αποστέλλονται σε όλους τους υποψήφιους συμμετέχοντες προκειμένου να γίνει η καταγραφή των εξής στοιχείων:

  • Ακαδημαϊκό Υπόβαθρο

  • Επαγγελματική Εμπειρία στην προηγούμενη καριέρα

  • Τρέχουσα θέση στην Επιχείρηση

  • Εμπειρία σχετικά με το Image Making

  • Προσδοκίες που επιθυμείτε να καλύψει το σεμινάριο

  • Άλλες παρατηρήσεις σχετικά με την υλοποίηση του Σεμιναρίου

Έντυπο Υλικό

  • Σημειώσεις Εισηγητή και Βιβλίο του Εμπορίου.

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