CORPORATE
COMUNICAÇÃO

Negociações globais

NEGOTIATIONS 1
“How to behave successfully in negotiations”

Definition of negotiation

Origins of definition

Own definition

Group definition


Negotiation skills analysis/Negotiation skills reasons/Negotiation skills process

Debriefing Kilmann-Instrument

Debate, negotiation skills

Principled Negotiation


Negotiation simulation

Analysis of negotiation case and simulation

Action Plan


Evaluation and close

Reflexion and feed back

Q&A

Follow-up material



NEGOTIATIONS 2

Review of Negotiations 1

Harvard Concept

Exchange of experiences since Part 1


Being hard on the facts but soft on the people

Inner attitude

Recognizing strategies and tricks

Quick-wittedness in negotiation situations

Virtual negotiations


Practice of a realistic negotiation situation

Preparation of a negotiation in small groups

Conducting the negotiation

Feedback, analysis and trainer input following the practical simulation

Evaluation and close


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