Courses from Rotterdam School of Management, Executive Education:
- Advanced Reputation Management
- Brand Strategy
- Building Bridges with Chinese Business
- Business Model Innovation
- Business Valuation
- Corporate Communication Summer Course
- Corporate Finance in Practice - valuation using spreadsheets
- Diploma Programma voor non-profit organisaties
- Diploma Programme in Business Management and Leadership
- Effective Negotiating Skills
- Erasmus Executive Programme in Strategic Management
- Essentials of Leadership
- Essentials of Marketing
- Essentials of Strategy
- Finance for Non-Financial Managers
- HR Effectiveness
- Inspirerend Leiderschap
- International Standardisation
- Leadership of Professional Service Firms
- Managing Technology for Innovation
- Masterclass Duurzaam Cultureel Ondernemerschap
- Online Marketing Strategy
- Organisational Identity
- Sales and Operations Planning
- Sales Leadership Diploma Programma
- Strategic Account Management
- Strategic Marketing
- Strategy Consultant's Approach to Problem Solving
- The Art of Project Management
Rotterdam School of Management, Executive Education
Rotterdam School of Management, Erasmus University (Executive)
Opleiding: Effective Negotiating Skills
Learning purpose
This three day programme is essential for those who may already have learned to negotiate through informal means. During this highly interactive programme you will learn to negotiate in accordance with internationally recognised best practice techniques, and discover your own negotiation style. You will discover how to use your natural strengths and will gain confidence in those areas where you are least confident now. The programme prepares you to negotiate in a professional manner, improving your bottom line results and relationships with suppliers, clients and colleagues.
Participants in ‘Effective Negotiating Skills’ will:
- Be able to describe the strengths and weaknesses of their own negotiating style, and identify specific areas of behaviour to be developed or changed to improve performance in future internal and external negotiation
- Be able to prepare and structure negotiations by applying the seven fundamental concepts of Principled Negotiation
- Have the knowledge to explain the phases and stages involved in a negotiation, and demonstrate appropriate tactics and behaviours in each
- Prepare and plan for a negotiation in a systematic, flexible and effective way
- Distinguish between ‘Concession Trading’ and ‘Concession Making’, explain the rules for Concession Trading and apply those rules effectively in future negotiations
- Communicate more effectively by using the Verbal, Vocal and Visual channels of communication
- Understand the distinction between tactics which are acceptable and those which are not; recognise when 'dirty' tactics are being used on them, and take positive steps to counter their effect without damaging relationships
- Be able to confidently apply the techniques learned during the workshop in future negotiations.
Target audience
- Managers of teams
- Negotiators in functions such as sales, business development, procurement, and finance.
Programme
Day 1
- Attitudes towards negotiations
- Basic negotiation strategies
- Win-win attributes
- Videoed practical negotiation and feedback
- Human communication skills
- The essence of negotiations
- Cultural differences
Day 2
- Principles of negotiation
- Personal negotiation styles
- Process of negotiation
- Planning and preparation
- Tactics and behaviours
- Practical negotiation and feedback
- Personal coaching
Day 3
- Applying negotiation techniques to participants’ needs
- Practical negotiation and feedback
- Action planning
- Ongoing development technique.
Opleiding kerngegevens
