Negotiations – From Theory to Practice

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If the word "negotiations" makes your hair stand on end, you will definitely make a good choice by signing up for this training. Whether you are a manager, a specialist, or entering the job market or starting your own business – you will certainly benefit. Or maybe you are already negotiating but haven't had the chance to organize your knowledge in this area and update your information? If so – "Negotiations – from Theory to Practice" will meet your expectations! This original training is designed for those who believe in negotiations based on long-term business relationships, bringing significantly greater benefits to both parties than those resulting from a one-time transaction. Whether you are just starting out or want to enhance your skills, this is the solution for you. Participants will benefit from the theories of renowned experts such as Robert Cialdini, Roger Dawson, Chris Voss, and Ewa Szajner. The training was created for practitioners and out of passion for negotiations – because negotiations are a way of life. During the training, you will receive a solid dose of knowledge, along with practical examples of its application, presented through the lens of benefits and risks. You will learn and practice key negotiation techniques, testing yourself in action in scenarios with demanding negotiation partners. Prepare for an intense and interactive training with a large dose of workshop work. This is where your approach to negotiations will begin to change.

• Members of sales teams conducting business/sales conversations on a daily basis, seeking to solidify their knowledge.
• Managers and team leaders – individuals managing teams conducting discussions regarding budgets, resources, or projects.
• Office Managers – individuals negotiating contracts with suppliers/property owners, etc.
• Recruiters conducting salary negotiations with candidates on a daily basis.
• HR Specialists and Experts in the context of recruitment, salary determination, and conflict resolution within teams.
• Entrepreneurs and small business owners.
• Individuals involved in purchasing within companies.
• Individuals interested in the topic of negotiations and wanting to develop their skills.

• Understanding the negotiation process: Participants will learn the stages of negotiation and key elements such as preparation, information exchange, the negotiation itself, and conclusion of the process.
• Identifying personal goals and interests: Assistance in defining personal goals in negotiations and understanding what is truly important in a given situation.
• Recognizing and analyzing the interests of the other party: Participants will learn how to recognize the goals and needs of the other party, which can lead to more effective agreements.
• Negotiation strategies: Learning various negotiation strategies and tactics, including win-win techniques and how to avoid manipulation traps.
• Managing emotions: Learning how to deal with one's own emotions and those of the other party during negotiations to maintain calm and clarity of thought.
• Negotiating in different contexts: Gaining knowledge about the specifics of various negotiation situations (e.g., business, commercial, mediation negotiations).
• Learning conflict resolution techniques: Learning methods for resolving conflicts and difficult situations that may arise during negotiations.
• Practical exercises and simulations: Participation in interactive exercises and negotiation simulations that allow for the application of acquired knowledge in practice and receiving feedback.

• Development of communication skills: The training allows for the improvement of the ability to clearly and effectively communicate one's needs and expectations, which is crucial in the negotiation process.
• Understanding the negotiation process: The participant gains knowledge about the various stages of negotiation and strategies that can help achieve favorable outcomes.
• Increased self-confidence: With acquired skills and practice, participants become more confident in negotiation situations, which can lead to better results.
• Conflict resolution skills: The training teaches mediation techniques and dispute resolution, which is essential in negotiation situations where differences of opinion can lead to conflicts.
• Increased effectiveness at work: Negotiation skills can contribute to better results in business negotiations, positively impacting the participant's career.
• Networking and experience exchange: Participants have the opportunity to meet other professionals, exchange experiences, and establish valuable contacts that may be useful in the future.

• Module I: Introduction to the topic of negotiations
  • Negotiations as a way of being – negotiate as if your life depended on it!
  • Types and styles of negotiation.
  • Negotiations as a strategy for building long-term relationships with clients.
  • Barriers in the approach to negotiations.
• Module II: The negotiation process – discussion of key elements
  • Preparation for negotiations – How to gather knowledge about the negotiation partner? How to diagnose needs (yours and those of negotiation partners)? What strategy to adopt? How to manage emotions at each stage of the negotiation process?
  • Opening, starting negotiations – the importance of good small talk.
  • The negotiation itself – the most effective negotiation techniques, including the vice technique, appealing to a higher authority, cuckoo egg, "something for something", good – bad, stripping, etc.
  • Summary of the process.
• Module III: Negotiations in practice
  • Interactive workshop aimed at improving the skills of the negotiation techniques learned.
• Module IV: Negotiation resources – how to make them your allies?
  • Time
  • Place
  • Emotions
  • Breaking power
  • Triangle of negotiation skills
• Module V: Common mistakes made in negotiations – how to avoid them?

The price includes participation in the online training in Polish and electronic training materials.