Negotiations

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start to operate without ongoing external support.

The training enhances negotiation skills in situations where the stakes are real business outcomes, and discussions go beyond simple price agreements. Participants work on specific scenarios, learning to consciously manage the dynamics of conversation and respond to the moves of the other party. There is a strong emphasis on preparation, strategy selection, and decision-making during negotiations, not just on the techniques themselves.

For salespeople, managers, and individuals conducting negotiations with clients and business partners who want to increase their effectiveness in more demanding situations.

• Develop advanced negotiation skills based on proven models.
• Strengthen the ability to build negotiation strategies and respond to changes during discussions.
• Learn to use influence tools and conduct dialogue consciously.
• Increase effectiveness in achieving favorable agreements.

Benefits for the organization

• Increased negotiation effectiveness of the team, leading to more favorable financial outcomes.
• Developing business awareness among employees, which impacts better understanding of the company's goals and strategies.
• Building a lasting competitive advantage through advanced negotiation techniques.
• Improving internal and external communication, enhancing relationships with clients and business partners.
• Increased ability to handle difficult situations during negotiations, contributing to more favorable agreements.

Benefits for the participant

• Development of advanced negotiation techniques, increasing confidence in negotiations.
• Increased ability to build and maintain a strong negotiating position.
• Increased confidence and ability to respond effectively to changing negotiation conditions.
• Development of skills in analyzing and predicting the opponent's negotiation moves, allowing for better preparation of negotiation strategies.

Four Dimensions of Negotiation. Mastenbroek Model

• Four dimensions of negotiation: interest, power, climate, and flexibility.
• Characteristics of each dimension.
• Self-diagnosis of negotiation competencies in relation to the model.
• Behavioral techniques characteristic of each dimension of negotiation.

Concession Strategy. Chess Strategy in Negotiations

• Determining negotiation priorities for oneself and the partner.
• Rules of concession.
• Order of concessions in negotiations.

Tools of Influence

• Eristics - the art of dispute according to Arthur Schopenhauer. How to conduct a dispute?
• Advanced negotiation tactics.
• Rules of influence.
• The language of persuasion.

The Importance of Adaptation in Influence

• Active listening at 3 levels – I hear, I feel, I see.
• Reflection and paraphrasing, as well as other effective active listening techniques.
• Guiding the conversation by asking good questions.
• Empathy and openness to conversation – the empathy map of my negotiation partner.
• Avoiding judgments and opinions.

Practical Workshops

• Simulation scenes based on case studies.
• Feedback from the trainer and training participants.
• Individual development plan.

6 hours

• 1 workshop (6 hours)
• training materials
• training facilitation
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys