Effective communication and skillful negotiation of our positions are the keys to relating successfully with people around us and getting what we want!
You see, communication and negotiations are present in every aspect of our life (whether we realize or not): at work we negotiate for security, money, position, role, recognition. With our customers, we negotiate prices, offers, terms of collaboration. In our relationships, we negotiate for personal value -status, “space”, time and satisfaction.
Every time we discuss with somebody with the objective of convincing them we, in fact, negotiate; and when we don’t get what is important to us we oftentimes get angry, feel frustrated, unfairly treated or unsatisfied.
But what do our communication and negotiation abilities depend upon?
First, we need to study and comprehend other people’s motives and positions, while being able to understand and manage our own emotions and attitude (emotional intelligence).
Secondly, it is important to learn the principles, rules and techniques of communication and negotiations, so that we can develop an appropriate strategy and apply the right tactics in order to reach our goals.
The third important parameter is “negotiating power”. To be listened to and exert influence on others, we should project confidence and certainty, while being important to the other party for some reason.
We will have the opportunity to go through all these issues in this communication and negotiation skills development programme aimed at providing you with the necessary resources and tools, to help you achieve more in both your professional and personal life!
Structure of sessions / areas to work on:
Communication basics: sender, message, receiver, obstacles
Deeper understanding of other people’s needs and motives
Importance and practice of active listening
Transactional analysis; people's roles in relationships
The 5 stages / steps of a successful negotiation
Importance and ingredients of a good preparation
Crafting a plan; setting boundaries (MDO, LAA)
Tactics (the "good, bad, and ugly" ways)
Influence and Power • The 3 main pillars of self-confidence • Principles of persuasion (R. Cialdini) • Components of power • Appearance and body language