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Management & Leadership
 
Negotiation Strategies I
Objectives    
     
This is an introductory course to the International Negotiation Theory. It will allow you to systematize knowledge and will offer you concrete tools, which will enhance your capacity to negotiate. It is based on the world-wide known negotiation method: Harvard Negotiation Project. Negotiation is a learning that is useful in all aspects of your life.
Estimated Duration
3 hours
Classes
 

Class 1: Conflict administration
Lesson 1: Introduction
Lesson 2: Conflict Resolution Model
Lesson 3: Evaluation Test to analyze your own style of resolving conflicts
Lesson 4: A bit of history: evolution of the meaning of the word conflict
Lesson 5: Approaches to the word conflict; illustrative examples
Lesson 6: Hemispheres of the brain
Lesson 7: Another view on conflict management: the win-win methodology
Lesson 8: Personal reflection

Class 2: Negotiation elements: SCENARIOS AND POWER
Lesson 1: What does negotiating mean? Definitions
Lesson 2: Negotiating elements: Scenarios
Lesson 3: Negotiating elements: Power
Lesson 4: Power of the exercise of it
Lesson 5: The Fourteen sources of Power
Lesson 6: Our Daily Perception
Lesson 7: Self-Fulfilling Prophecy

Class 3: Time information
Lesson 1: Time
Lesson 2: Thoughts on Time Management
Lesson 3: Summing up
Lesson 4: Information
Lesson 5: Strategic Information Management
Lesson 6: Interpreting signs during Negotiation Meetings
Lesson 7: Closing an Agreement
Lesson 8: Concessions
Lesson 9: What about going to the movies while we stay at home?

Director and professor: ITC Team