Business negotiations
Training objectives
Key benefits of training
We practice how to replace negative reinforcement with positive reinforcement, manage emotions, manage conflict and how to effectively prepare for negotiations
We use methods and techniques that will act as a booster during the first negotiations ahead of you. Five minutes of glory are usually preceded by five hours of careful preparation
You will learn negotiation techniques, preparation support tools and negotiation theory on the first two levels of Eveneum's Negotiation Compass: Bargaining and Concession Exchange.
Description of training
Programme based on a proprietary Eveneum® Negotiation Compass guides participants through the successive levels of a business relationship, showing that each level requires a different approach to achieve an effective outcome with optimal use of time and resources. Negotiation techniques, tools to support preparation for talks and the basics of negotiation theory at the levels of bargaining and exchanging concessions are discussed during the training, which participants also learn in practice.
The training is aimed at negotiators wishing to structure their knowledge and develop their negotiation competences. Classes are conducted in the form of negotiation games, video analyses, discussions and short lectures, with the aim of strengthening the participants' strengths and providing tools that can be applied in the first real negotiations.
Key Programme Topics
The training begins with a discussion of negotiation tailored to the type of business relationship and techniques to prepare for negotiations, including situation analysis, BATNA, ZOPA and conversation planning.
Practical exercises on bargaining, working with the first offer and adapting the strategy to the partner, analysing the balance of negotiating power and using negotiating levers.
Discuss the principles of effective exchanges of concessions, techniques for trading concessions and how to deal with impasse and difficult negotiating situations.
Individual and team negotiation exercises, relationship building, non-verbal communication and working with a supervisor, and an advanced negotiation level focused on value creation.
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
20 years' experience in strategic procurement, with 11 years leading consultancy and training projects, 80% of which are developed for specific client requirements. During his career, he has managed teams of direct and indirect buyers at national, European and global level. At Eveneum, he specialises in negotiating training projects and building long-term strategies for clients' cooperation with suppliers. In the area of consulting, he supports customers in optimising processes and preparing the procurement organisation for increasing responsibilities and duties. Ex-lecturer at the European Institute of Purchasing Management in France.
Individualise your programme
Sign up for training
Available training dates
Book an appointment and talk to an Eveneum expert
Related training
Polish 
English