Σεμινάριο : Advanced Business Negotiations 

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: 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