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Management & Leadership
 
Negotiation Strategies II
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
2 hours
Classes
 

Class 1: Negotiation tools
Lesson 1: Stages in the Negotiation Process
Lesson 2: Impasses, Stallings and Deadlocks
Lesson 3: The Minutes of Summary
Lesson 4: The case of the torn up bill
Lesson 5: Negotiating Styles
Lesson 6: Almost Everything is Negotiable (based on Roger Dawsons ideas)
Lesson 7: How to Counteract Pressure or Art of the Secret Negotiation. Takes place in situations in which there is an imbalance of power between the parties.
Lesson 8: The importance of knowing how to Negotiate

Class 2: Negotiating styles
Lesson 1: Negotiating Styles
Lesson 2: Mutual exchange or trade-off style
Lesson 3: Harvards Negotiation Method Overall considerations
Lesson 4: Ways of Negotiating
Lesson 5: Negotiating on the Basis of Positions
Lesson 6: Neither a Tough nor a Soft Negotiator. That is the question
Lesson 7: Organizing the Negotiating Process
Lesson 8: Evaluation Criteria of the Negotiation Methods
Lesson 9: Edward De Bonos Thoughts
Lesson 10: Application Activities

Director and professor: ITC Team