Mastering Negotiation and Argumentation (EMNA)

Kurzy vedené v angličtině, Communication Skills

In today’s fast-paced business environment, effective negotiation and argumentation skills are essential for achieving both professional and personal goals. This intensive one-day course is designed to equip participants with proven strategies to excel in negotiations, enhance persuasive communication, and foster strong, productive relationships.

Whether you are negotiating business deals, resolving conflicts, or advocating for your interests, this course will provide practical tools and techniques to navigate complex negotiation dynamics and achieve optimal outcomes.

This training will enable you to:

• Establish clear negotiation goals and understand the context of the opposing party
• Learn techniques for creating persuasive and compelling arguments
• Gain strategies for building and maintaining productive relationships during negotiations
• Learn methods for overcoming objections, managing tensions, and reaching sustainable agreements

Who should attend?

• Corporate professionals involved in negotiations, such as sales, procurement, management, and human resources
• Entrepreneurs and business owners negotiating deals, contracts, and partnerships
• Public sector employees and professionals engaged in stakeholder or community negotiations
• Individuals seeking to improve their personal negotiation skills, such as in conflict resolution or advocacy

Private training and tailor-made dates

This topic can only be implemented as a private, not only as a closed corporate course, but also as an individual consultation for individuals.

In the case of a customized course, the outline below is for inspiration only. The final training content, length, and dates will be tailored to the specific input, needs, and objectives of the participants.

We will be happy to prepare a price offer.

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Methodology

• Practical individual and group exercises
• Role-playing scenarios and case studies
• Analysis and resolution of real-life situations
• Instructor feedback and self-reflection
• Facilitated discussions and methodical instruction

SITUATIONS YOU COMMONLY DEAL WITH

Scenario 1: Negotiating a Business Contract with a Client Who Has Different Priorities

Situation Description: You’re in a negotiation with a key client, but you quickly realize that their priorities differ significantly from yours. While you’re focused on securing long-term commitments, the client is more interested in cost reductions and short-term flexibility. The discussion becomes challenging as both sides are pushing for their goals, and it feels like reaching a middle ground might be impossible.

Solution Learned in the Course: By applying the principle of understanding the other party’s interests, you can navigate the negotiation more effectively. The course teaches you to first listen to and analyse the client’s deeper priorities and explore their long-term goals beyond the immediate issue. Using this knowledge, you can propose a solution that addresses both parties' interests—for example, offering a flexible pricing model that includes long-term discounts in exchange for the long-term partnership you desire. This creates a win-win outcome that meets both the client's cost concerns and your need for commitment.

Scenario 2: Managing Communication After a Data Breach

Situation Description: You are negotiating a salary increase with your manager, but they raise objections such as budget constraints or citing company policy limitations. Each time you present your case, they counter with reasons why they can’t accommodate your request, making it difficult to move forward.

Solution Learned in the Course: In this scenario, the course emphasizes the importance of persuasive argumentation and addressing objections proactively. You learn to anticipate common objections and prepare responses that frame your request as a benefit to the organization. For example, instead of focusing solely on the raise, you might present a case for how your increased responsibilities or specific achievements have directly contributed to the company’s success. You can also suggest alternative solutions, such as performance-based bonuses or non-monetary benefits, showing flexibility while still advocating for yourself.

Scenario 3: Mediating a Conflict Between Two Teams Over Resource Allocation

Situation Description: In a corporate environment, two teams are at odds over shared resources, such as budget, time, or manpower. Both teams believe their project should take priority, leading to a stalemate that’s affecting overall productivity. Emotions run high, and neither side is willing to compromise.

Solution Learned in the Course: The course teaches effective methods for mediating conflicts by focusing on interests rather than positions. By applying techniques for fostering collaboration, you can guide both teams to identify their underlying interests—for example, the need for timely project delivery or the desire for recognition. With this information, you can facilitate a joint problem-solving session where both teams explore alternative solutions that satisfy their core interests without jeopardizing each other’s priorities. The course also emphasizes building relationships and trust, which can help in easing tensions and creating a cooperative environment for future negotiations.