Advanced Negotiation

Skills in a negotiation are important and have a great impact on the results that are sought. Thus, this program aims to analyze and develop the behaviors that every leader must handle with dexterity when negotiating and covers the psychological, emotional and cultural aspects that are faced in a negotiation.
Attendees will gain a clear understanding of the different types of negotiations and will understand the importance of the balance of power and how to influence it to obtain new opportunities and benefits.
The program clarifies the difference between selling and negotiating and offers knowledge, techniques, tactics and planning tools that allow you to improve the control and the results obtained in a negotiation.

Area(s)

Coordinators

  • Luis Alejandro Henriquez

Objetives

The objectives of the course are the following:
  • Know the different negotiation contexts and the appropriate behaviors at each negotiation “table”, from the most competitive to the most collaborative
  • Understand the importance of the balance of power in business relationships and how to influence it
  • Identify and reinforce appropriate behaviors and habits
  • Know the tactics used to influence the aspirations of the other party
  • Get planning tools for the collaborative and competitive table
  • Know how to develop and present proposals that maximize the value obtained
  • Understand the difference between selling the value proposition and negotiating it
  • Know how to create and maintain the appropriate climate in each situation
  • Learn to ask appropriate questions and listen effectively to understand what the other party thinks and values
  • Exchange high-value variables - low cost effectively
  • Understand the power of verbal and non-verbal communication in the influence process
  • Generate greater comfort in situations of internal and external conflict.
  • Control your ego: your own and that of others.

 

CERTIFICATION

Upon completion of the course (8 teaching hours) the participant will obtain a certificate issued by LIDERATU PARTNERS of Madrid and ASIPI.

 

NOTES:

  • THE COURSE IS ONLY FOR ASIPI PARTNERS AND MEMBERS OF FIRMS WITH ASIPI PARTNERS. IT IS THE SAME COST FOR EVERYONE
  • LIMITED NUMBER OF SPACE: 10
  • IF THIS NUMBER IS NOT REACHED, THE COURSE WILL BE POSTPONED UNTIL THE COURSE IS COMPLETED AND THE PARTICIPANT MAY CHOOSE TO KEEP THEIR RESERVATION OR RETURN THEIR MONEY

Platform

Zoom

Language

Español

Investment

Member US$ 600
Non member US$ 600
Non members with partners in ASIPI US$ 600
Student Not Available
Members of Support Associations Not Available


Teaching hours 8
Class duration 120 minutos
Number of modules 4
Period March 29- April 7
Quotas CLOSED
Schedule Tuesday and Thursdays from 5 to 7 p.m. (Madrid)


Module 1

  • The different types of negotiation and the dynamics
  • The Balance of Power
  • Competitive Planning Tools
  • Case study 1 preparation
  • The participants will carry out the Practical Case 1 “Competitive Negotiation



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1

Speaker

Carolina Kindelan
(Spain)

Download CV

Module 2

  • Competitive Negotiation Contexts and Appropriate Behaviors
  • Analysis Case 1 with video feedack of the participants
  • Reading for homework “Influence Tactics”



March 2022
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Speaker

Carolina Kindelan
(Spain)

Download CV

Module 3

Reflection on negotiating tactics

  • The multivariable planning tool
  • Presentation Case 2 and preparation
  • Presentation Case 3 and preparation
  • Negotiation in pairs and recording by



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Speaker

Carolina Kindelan
(Spain)

Download CV

Module 4

Multivariable collaborative negotiation contexts

  • Analysis Case 2 with video feedack (some of the videos will be selected)
  • Case 3 analysis with video feedack (some of the videos will be selected)
  • Questions and answers session
  • Personal development plan



April 2022
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45678910
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Speaker

Carolina Kindelan
(Spain)

Download CV